86--Top 10 Startup Mistakes to Avoid--No 2: Playing the Wrong Numbers Game

Over the past two decades, I've launched led and sold multiple GovCon companies and during this time, I've discovered that every struggling small business in the GovCon market space...is struggling because of one or more of the SAME ten mistakes.  

Here they are…
•They don't address the assumption that everybody in the GovCon industry makes…and that is that they’re risky to work with just because they’re a small business
•They "fish from the same pier as everybody else" instead of pursing markets where billions of dollars in small business earmarks are left on the table because they can't find enough qualified small businesses to give it to
•They don't differentiate their company form the 70,000 PLUS small businesses in the GovCon industry…so they're never noticed!
•They don't know how to maximize their bid scores…believing the "best company" wins and not the highest scored proposal.
•They don't know how to compensate for their small business's limited past performances…so they're not competitive for either prime or subcontracts
•They don't know how to play the GovCon "numbers game" that will mathematically guarantee their success
•They focus on level of effort tasks that make them feel good about making progress…and not the "uncomfortable" tasks that grow their business
•They don't effectively market their company to the 40,000 PLUS business development executives at large GovCon companies…who can completely change their lives
•They don’t “connect the dots” to show value in their proposals because they don’t use a TEMPLATE Approach
•They never take the plunge to start their company because of their fear of failure…and never know success

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