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Remember, the customer will vote with their purchases. It was the customer that decided the marketplace battle between VCR technologies — Betamax, viewed by experts as the “superior” product, versus the “inferior” VHS, which became the standard. Don’t forget about the ongoing competition of computer operating systems; the flawed but convenient Microsoft(MSFT_) Windows versus Linux (Red Hat(RHT_) and Ubuntu) and Mac-based programs (Apple(AAPL_)).

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How many hours do you spend in a week looking for new customers? How many telephone calls, networking meetings and other activities do you engage in to find viable candidates to be customers? Are your efforts targeted or random? Do you hone your activities with laser-like precision or do you have a sawed-off shotgun and just blast away?

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“Especially with combat operations winding-down in places like Iraq, defense spending will continue to decline in 2012 and beyond, meaning more competition for every DoD dollar,” Strickland explained, adding, “The quality of proposals for government contracting dollars is set to increase exponentially to deal with changes within the defense industry.”

Research data shows dynamic changes and expansion to contractors in the defense industry’s industrial base, in addition to a majority of DoD contract dollars awarded on a competitive basis rising faster than those awarded without competition. Commitment to pricing, cost, accounting, project management, compliance, bid and proposal processes are just some of the areas needing renewed attention, according to Strickland.

“There are more defense contractors vying for the business, fewer projects, and fewer dollars to go around,” she said, adding, “It is important to be competitive in the proposal and still be profitable. Winning the contract is the first step; executing successfully is an equally important second step.”

Strickland will be presenting on the topic of defense contracting at a February 2, 2012 class of the North Carolina Military Business Center (NCMBC) Defense Contractors Academy. “Cost Estimating & Proposal Developments” will focus on the necessary elements of developing and delivering needed support to the military beyond just having a great product.

To be held at Central Piedmont Community College in Charlotte, the hands-on workshop will be a tactical discussion of the elements of proposals, how to develop costs, and the strategic and financial implications of becoming a government contractor.

This is the second time Strickland has been invited by the NCMBC to teach this course, having led a similar workshop in October 2011. A familiar face within NCMBC circles, Strickland is a frequent speaker on technology entrepreneurship and defense contracting at various events each year, and works with defense clients and elected officials in the U.S. House and Senate with authority over appropriations and contracts. She is also active in international strategy and competitiveness issues and a provides insights and opinions on business for publications like thestreet.com, Entrepreneur Magazine and Fox Small Business Online. Strickland also provides advisory services for other industries including medical devices, biotech, nanotech, clean energy, software, and education.

The Defense Contractor Academy offers advanced instruction and a certificate of completion to existing small business defense contractors to provide the tools needed to grow the defense contracting portion of their business portfolio. The NCMBC is a business development entity of the North Carolina Community College System, headquartered at Fayetteville Technical Community College. The mission of the NCMBC is to leverage military and other federal business opportunities for economic development and quality of life in North Carolina.

For more information on the NCMBC, visit www.ncmbc.us.

For more information on Lea Strickland, visit www.leastrickland.com. To learn about her many services for defense contractors, visit FOCUSResourcesInc.com or email lea@focusresourcesinc.com.

ABOUT LEA STRICKLAND
Lea Strickland, MBA/CMA/CFM/CBM/GMC, is an internationally renowned business strategy expert applying proven infrastructure management solutions to help businesses and organizations of all sizes build a baseline for success. She is the President of F.O.C.U.S. (TM) Resources and founder of the Technovation Entrepreneur (TM) program helping entrepreneurs take their ideas to market. Strickland is the author of books including “10 Minute Success: Goals!” (2011), “Out of the Cubicle and Into Business”, “SBIR Basics” and “One Great Idea!” and has had columns published in numerous high-profile national media outlets. Regularly leading workshops and presenting at a wide range of industry events, Lea is a sought-after public speaker, columnist, and consultant on how to effectively start and grow a business. For more information, visit www.leastrickland.com.

“To be successful, you have to want it, see it, believe you can do it, and be responsible for your results,” Strickland writes in the Foreword. Her “10-Minute Success” series is designed to help entrepreneurs apply real-world planning and execution to getting big projects done.

“We are overwhelmed with things we need to do and have to do. This usually means the things we want to do get pushed aside – not enough time!” Strickland explains, adding, “The reality is that we are usually looking for big blocks of time in our day to devote to big projects. By setting aside 10 Minutes every day, you can spend more than 60 hours in a year working toward specific goals.”

According to Strickland, The 10 Minute Process focuses you on using that time effectively to get specific, measurable results. Those results may be one entire item or part of a bigger goal. 10 Minute Success requires you to make success your priority at least 10 Minutes every day, more if you can, but start with 10 Minutes used effectively and see the results.

Author of the books “Out of the Cubicle and Into Business” and “One Great Idea!” Strickland is a columnist for the popular business news publication TheStreet.com and has numerous articles published in other high-profile national media outlets including FOX Business and MWorld.

Her consulting firm, F.O.C.U.S. (TM) Resources, provides proven techniques to organizations to develop sound strategic goals and infrastructure management solutions to build a baseline for success. Strickland’s work for over 400 clients in the United States, Canada, and Mexico in numerous industries provided valuable real-world information for “Goals” both in terms of best practices as well as missteps to avoid.

“In order for an organization of any size to prosper, they need clear goals and a strong, properly crafted operational infrastructure specifically designed to support organizational goals,” she explains, adding, “Individuals and organizations need to be focused on the things that are important to them – goals. Whether you want more for your life as an individual or you want your business to be more successful (and that will improve your personal life), it all begins with Goals!”

Strickland advocates developing a sound goal set in addition to day-to-day and long-term strategic processes needed to achieve it, in addition to understanding how to choose activities that generate results and making key changes in behavior and attitude that will impact an individual’s ability to succeed.

“10-Minute Success: Goals” can be found on Amazon.com by typing “Lea Strickland” in the search box at the top of the page or by visiting www.10minutesuccess.com. Additional digital versions for Applie ibook, Nook, and PDF will be released later this year.

ABOUT LEA STRICKLAND
Lea Strickland, MBA/CMA/CFM/CBM/GMC, is an internationally renowned business strategy expert applying proven infrastructure management solutions to help businesses and organizations of all sizes build a baseline for success. She is the President of F.O.C.U.S. (TM) Resources and founder of the Technovation Entrepreneur (TM) program helping entrepreneurs take their ideas to market. Strickland is the author of books including “Out of the Cubicle and Into Business” “One Great Idea!” and “Marketing Strategies” and has had columns published in numerous high-profile national media outlets. Regularly leading workshops and presenting at a wide range of industry events, Lea is a sought-after public speaker and thought leader on how to effectively start and grow a business. For more information, visit www.leastrickland.com.

“Support of the military through products, services, and technology is critical to the continued security of the nation and for the safety of our military,” Strickland said, adding, “The ability to develop and deliver needed ‘products’ to the military is not a simple matter of having a great product.”

Strickland, who has helped numerous clients in the defense industry and is a regular columnist for the noted financial publication TheStreet.com on starting and growing successful businesses, explained that to be a successful contractor to the government the organization must understand the unique requirements and impacts on their businesses.

“Selling to the government is not the same as doing business in the private, commercial sector.  Pricing, cost, accounting, project management, compliance, bid and proposal processes all have nuances and need to be incorporated into a clear business, financial, and ’product’ strategy,” she said.

Strickland is a familiar face within NCMBC circles, sponsoring and speaking at various events each year and working with defense clients and elected officials in the U.S. House of Representatives and the U.S. Senate who have authority over appropriations and contracts. She is also active in crossover industries, such as biotech; recently she volunteered time to speak with PhD candidates and recent college grads at an NC Biotech networking event to share insight into what it takes to successfully navigate paths to professional careers within the scientific community.

The Defense Contractor Academy offers advanced instruction and a certificate of completion to existing small business defense contractors to provide the tools needed to grow the defense contracting portion of their business portfolio. The NCMBC is a business development entity of the North Carolina Community College System, headquartered at Fayetteville Technical Community College (FTCC).  The mission of the NCMBC is to leverage military and other federal business opportunities for economic development and quality of life in North Carolina.

For more information on the NCMBC, visit www.ncmbc.us.

For more information on Strickland, visit www.leastrickland.com. To learn about her Technovation Entrepreneur (TM) program, visit www.technovationentrepreneur.com or email info@technovationentrepreneur.com. For assistance in becoming a government contractor, email lea@focusreourcesinc.com

ABOUT LEA STRICKLAND
Lea Strickland, MBA/CMA/CFM/CBM/GMC, is an internationally renowned business strategy expert applying proven infrastructure management solutions to help businesses and organizations of all sizes build a baseline for success. She is the President of F.O.C.U.S. (TM) Resources and founder of the Technovation Entrepreneur (TM) program helping entrepreneurs take their ideas to market. Strickland is the author of books including “Out of the Cubicle and Into Business” and “One Great Idea!” and has had columns published in numerous high-profile national media outlets. Regularly leading workshops and presenting at a wide range of industry events, Lea is a sought-after public speaker and thought leader on how to effectively start and grow a business. For more information, visit www.leastrickland.com.

You set up a meeting with a prospective customer or service provider. Location, time and all the details are confirmed. But when it’s time for the meeting to begin you’re still in your car, 30 minutes away, taking care of errands. You don’t call, instant message or text the person you’re supposed to be meeting.

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Copyright © 2011 F.O.C.U.S. Resource, Inc.

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Copyright ©2011 Lea A. Strickland/F.O.C.U.S. Resource, Inc.

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f you are on the Internet, engaged in social media or otherwise digitally connected, you have undoubtedly received at least one digital deal opportunity. These digital deals frequently give you a limited time to take advantage of drastic price reductions on goods and services in your local area businesses.

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