KPIs for what it takes to win business

(This show originally aired on August 20, 2018)


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This week on Amtower Off Center, host Mark Amtower discusses the 2018 Government Contractor Study with Market Connections President Aaron Heffron and Merritt Group Sr VP Matt Donovan.

Head shot of Heffron & Donovan
Aaron Heffron & Matt Donovan

Topics discussed  include:

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  • study objectives including best practices of winning contractors
  • how contractors rate key capabilities, like demonstrating subject matter expertise and differentiation
  • marketing staff challenges like understanding customer problems and creating appropriate messages
  • BD staff challenges like the procurement cycle and lead generation and lead management