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, by David A Kriegman
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Product details
File Size: 1730 KB
Print Length: 192 pages
Publisher: Dudley Court Press, LLC (July 27, 2018)
Publication Date: July 27, 2018
Sold by: Amazon Digital Services LLC
Language: English
ASIN: B07FYW811C
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Amazon Best Sellers Rank:
#401,667 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
This book offers an engaging perspective on how to achieve success in the government contracting market. As a reader of many other general books on corporate strategy, organizational structures, and management, I enjoyed seeing those ideas applied specifically to the unique aspects of competing for government contracts. Kriegman has a wealth of experiences in what worked and didn't work, and nearly distills those into specific guidelines for making seeking success.The book covers business development and proposal strategy very effectively, and the sections on strategy are also well done. The "rules" format is memorable and gives a structure to might otherwise be disjointed bits of advices that don't fit into an overarching structure. However, the part that resonated with me the most was the importance of focusing on making the customer successful as the key to actually being good, and it is this theme that ties much of the book together. Overall, it's a quick and light read, and I've already gone back to several of the rules more than once.I'll come back and update this review once we get to half a billion.
If I could recommend only one book to any small business looking to “crack the code†on how to systematically and significantly grow their Federal business, that book would be Kriegman’s “Zero To A Billion†or Z2B. Not only does the book lay out 61 Rules (sounds like a lot but each one is simple and necessary – ignore at your own peril!) for systematic, sustained growth, but, using examples from his personal experience, the author reveals hidden secrets to success. All the advice comes from a perspective of honesty and business integrity – an essential ingredient in doing business with the US Government. The advice and admonitions are and cogent, compelling and instructive, pulling real-life examples from his own personal experiences. This book should be mandatory reading for anyone and everyone who’s serious about launching or sky-rocketing their US Government Business today!
In my experience as a professional I have encountered two types of communicators: those who derive their value from finding a complicated way to say something simple, and those who provide real value to their audiences by uncovering simple ways to communicate concepts that are quite complex. Mr. Kriegman falls into the latter category. Through a sharp, masterful synthesis of strategic overview, tactical extensions, and mythological (i.e., narrative) reinforcement, "Zero to a Billion" provides a clear, concise blueprint for building a winning govcon business. What is stated in "Zero to a Billion" is the essential, and it is up to the reader to ingest the formula and appropriate to specific conditions; the genius of this text lies in its restraint.
I've worked on government contracts as a Software Engineer and Architect for two decades. This book put a new perspective on virtually every government contract I've worked on. Straightforward advice combined with hard-hitting examples really drive home the core principles needed for success. I read the book three times and marked up virtually every page as you can see in the uploaded photo. An amazing read.
This book does have some great tidbits of information for an established business, though the title "Zero To A Billion" is a bit deceptive for the simple reason that the author's experience is entirely with working in established businesses. He's moved them from $25M in revenue to $450M or more, but, from what I can tell in the writing, he's never started at "Zero" as the title would suggest. He wasn't a founder or co-founder of a contracting company, but he does have a wealth of organizational knowledge. This is a good companion book if you are just starting out, but I wouldn't rely on it entirely.If you are a newly established business a couple years into the game, there are some great tips on everything from organizational management to business development. The only downside in addition to what I just described is that so much of it is based on projects from the 1980's and not a whole lot is very modern.Other than that, there was enough to keep me reading it, so I did like it.
This book is short...192 pages. But...they are written as "61 rules" and very easy to read and understand. More importantly, the "rules" are things that, from my 30+ years in business, are right on the mark, logically presented, and I only wish that I had known them as a younger person. The book should be mandatory reading at the MBA level and for anyone who has a modicum of business experience. Even if you are content with the business that you currently have, David Kriegman's advice will be invaluable as it illustrates his "rules" with examples from his mistakes and successes. Do yourself a favor and read this as soon as possible.....or you can be sure that your competitors will be doing it.
I read the book and then I went back and bought 25 for my sales force and peers. We will have a book circle about this. David is a recognized super-successful business development (or salesperson for us manufacturers) and executive, and I have met a few execs like David. BUT I haven't met any executives or senior leaders willing to share his insights regarding his own and his observed successes and failures. Two quick examples are: 1) write the executive summary first before you hand the proposal to the engineers and SME. If the proposal team doesn't understand your vision early then the engineering and solutions will be created and drafted incorrectly. 2) do the unexpected when the market offerings or RFPs look the same to the customer. David's team delivered a respected CIO as a PM to a prospect who was joyous with the hiring even though the CIO didn't have direct functional expertise. David's team delivered a leader rather than a SME which was a great differentiator. I keep this book on my desk to share the insights with the sales, business developers and proposal developers. Is there a sequel?
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