People were lined up to talk to Diane McLaughlin, Director of the Small Business Program Office at BearingPoint when I met her during the OSDBU conference in Maryland in April 2007.
They wanted a sense of direction on how to really connect with BearingPoint to win new business...and she was ready to share that with all of us.
- "Understand what BearingPoint does."
McLaughlin managed to hold back her exasperation with the unbelievable number of companies who come to her without having done even that much homework. I can't blame her for that!
- "Tell us how you complement that."
(It's not useful if you do the same thing they do, is it now?)
- "Understand the Agency."
(That is, the Customer. What new information can you bring BearingPoint about the clients they serve?)
- "Know what's up!"
How good are your insider contacts? What insights do you have into business and clients that you know BearingPoint wants to win?