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Winning pursuits that are bigger than you are

You can only make so much revenue on your own. Mega pursuits mean working with other people, and this makes winning deals and managing customer relationships much more difficult. Doing business bigger than yourself is a whole new ballgame. Let's discuss how it's played...

  1. What does it mean to go after a pursuit that is bigger than you are?

    Started by Carl Dickson,

    It means going after work that you can't do yourself. It means needing help to close the deal. It means having a team. It means not be ad hoc about everything and making it all up as you go along. It means having a process for responding and performing to keep everyone on the same page. It means being deliberate. It means not just being intentional, but being will to invest in the effort it will take to win. Most of that effort goes into thinking things through before you act. It also means sharing the rewards. It means being willing to take a smaller slice of the pie, but having a much larger pie. When you bid alone, how much can you charge? How much value can you delive…

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    Carl Dickson