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This has been the topic of a few of our recent workshops, but what does it mean?
- Perseverance: As you have often heard me say – THIS IS NOT FOR THE FAINT HEARTED. If you have been discouraged by the slow, creepy, disheartening progress of success toward PennDOT subcontract - THE PRIZE IS WON BY THOSE WHO PERSEVERE. You need to enroll in a mode of continuous growth and development for your business and yourself. Remember that it may take a 1000 bid submissions to get one win. Every time you don’t win, that takes one submission off the list – this is a countdown.
- Duplication: What works and what doesn’t? Examine your successes - no matter how small and then determine out how to duplicate those and do them again and again. Teach others to do what you do. Self-employment is working for yourself. Owning a business means getting others to do what you do for your company. Never ask anyone to do anything that you wouldn’t, couldn’t or don’t understand how to do. If you found a contract on which to bid by visiting a specific website or through registration with a Prime or through a bid solicitation email from the DBE Center, then try to find that opportunity again and again. Train someone in your office on what to look for. Make it the responsibility of that someone on your staff. Make sure that someone is searching diligently and frequently for opportunities to bid.
- Consistency: DON’T BE A JACK OF ALL TRADES! Learn what you do well and sell that consistently. Yes, you could sell everything to everyone, but that has not worked thus far. Find your niche and search hard for opportunities to sell that. Then build on that, as you build relationships through what you do well.
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