Leo MacLeod’s Blog

Many firms try to make up for a lack of work by turning out more proposals. Focus instead on better proposals, tailored to the specific needs of the client and their environment. WIFM. Show you have done your homework and understand the project better than anyone. Don’t make them connect the dots between past projects you’ve done and their project. Critically look at how well your proposals answer their concerns, not just your story. Brush up on presentation training, conduct mock interviews. This is all great training that will make you stronger when the economy improves.

Regroup.
Many firms ramped up hiring in good times. Got into work that wasn’t their strength, profitable or sustainable. This is a time to re-evaluate your core business. What you can compete in, where you can make money and possibly accept downsizing as a way of re-focusing and tightening the business focus. Good strategy is as more about saying no than yes. These are the times that form your reputation.