Opinion
Don't go dark: Why this shutdown demands a different contractor strategy
With 140,000 federal workers already gone, the contractors who stay engaged now will be the only ones with customers left when funding returns.
Opinion
Why your Pwin is an illusion
Delayed awards, slipping RFPs, and flat win rates expose a harsh truth: you're tracking the wrong metrics for your probability of win rate, and it's costing you recompetes and on-contract growth, writes BD expert Nic Coppings.
Opinion
The reason you lose recompetes and it's not capture's fault
NIc Coppings, business development and capture expert, explains how companies fool themselves into believing their high probability-win rates and how to avoid that common mistake.
Opinion
Your spouse knows why you're losing bids (even if you don't)
A common mistake even the smartest subject matter expert makes is not taking the time to listen to the customer and understand their concerns, writes BD practitioner Nic Coppings.
Opinion
Why government contractors lose recompetes they should win
How developing your teams human-IQ can transform customer relationships and secure your revenue pipeline, writes BD expert Nic Coppings.
Opinion
Beyond BD Intel: How government contractors are tripling win rates without changing their solution
Government contractors lose billions annually on contracts they should have won due to one simple, fixable mistake, writes BD expert Nic Coppings.
Opinion
To survive the new GovCon environment, your people are your ultimate competitive edge
Five critical blind spots that threaten you contracts, and how to transform your team before it is too late, according to BD expert Nic Coppings.
Opinion
Navigating Trump’s Cuts: How empathy wins in the new era of government contracting
While contractors chase opportunities, savvy firms build trust with federal employees facing unprecedented uncertainty.
Opinion
COMMENTARY: How to build a winning relationship in the digital age
BD expert Nic Coppings writes that there is a connection crisis in today's market because too many people lean on digital tools instead of the personal touch.
Opinion
COMMENTARY: Why the quality of your customer relationship matters
You were certain you would win but you didn't. BD and capture expert Nc Coppings explains what goes wrong a when a sure thing goes bust.
Opinion
The Silent Killer 2: The four words that saved a recompete
In part two, BD expert Nic Coppings explains how even engineers and line managers can play a vital role in winning recompetes.
Opinion
The Silent Killer: How a PM's complacency cost his company millions
Business development expert Nic Coppings explains the risk of over estimating the relationship with your customer and how to avoid the pitfalls.
Opinion
Client Disconnect: Are you selling what they're not buying?
Many GovCon professionals overestimate their client focus, unaware that common missteps like talking too much and failing to listen alienate clients, writes BD expert Nic Coppings.
Opinion
The silent killer of GovCon growth: Are you in denial?
GovCon executives at mid-sized companies often blame external factors for lost bids. But the real culprit is often internal denial, writes business development practitioner Nic Coppings.
Opinion
From service to BD Success: Avoid these three mistakes when hiring veterans
As you onboard veterans for business development roles, you need to invest in the right training, according to BD expert Nic Coppings.
Opinion
Why invest in your frontline people
Your technical experts are close to your customers and with the right training can be a powerhouse for business development efforts, Hi-Q Group's co-founder and managing principal Nic Coppings writes.
Opinion
6 organic growth killers crippling contractors
Many contractor aren't putting emphasis on the factors that drive organic growth, including having the right objectives and prioritizing customer relationships, writes BD expert Nic Coppings.
Opinion
Averting the digital generation's communication crisis
Business development expert Nic Coppings says that the digital generation needs help developing emotional intelligence, a critical skill when engaging with customers. Here's where to start.
Opinion
8 habits that push your customers away
Business development expert Nic Coppings offers a reality check for government contractors and the many ways they alienate customers.
Opinion