008: Hidden Pursuit Plans

This is the second half of my conversation with Frank Lippert, FSMPS, CPSM of GO Strategies. In this part, we talk about turning around your go/no go form and use it to guide your repositioning and capture planning. 

More specifically we talk about:

• How do to determine what your preproposal activities should be to increase your chances of winning
• What exactly to do to position your firm to win
• How to coach technical staff to make meaningful connections with clients
• How to find the best information about the project you are pursuing

Frank was also gracious enough to provide us with the go/no go sample templates as well as his famous coffee mug with the key five go/no go questions. Both can be found on the GO Strategies website. 

 Resources and links mentioned in this episode:

•  About Frank Lippert, FSMPS, CPSM and GO Strategies
• Go/No Go Form Templates
• GO Strategies Coffee Mug
• Develop a Go/No Go Process Self-Starter Kit
• How to Develop a Go/No Go Evaluation Process
• How a No-Go Decision Can Actually Increase Your Sales
• A Hidden Cost of Low Hit Rates

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