Maintaining good business goals involves planning, and that in turn involves setting aside time to make those plans.
Good resources and accurate information can make all the difference in attaining those goals and from a sales standpoint, Frontline relies quite a bit on procurement forecasts from various agencies. I mainly pursue the V.A., the Army and Air Force in my area, and predominantly the V.A. Although the V.A. was somewhat light in procurements last year, it has improved this year and they currently have some projects I am interested in pursuing. I can also turn to the VISN (Veteran’s Integrated Service Network) in my area, #17, which is a valuable tool for identifying job opportunities.
Other facets of goal setting involve old-fashioned face-to-face marketing, networking and establishing relationships with contracting officers. Combining all of this, including the use of procurement forecasts, allows us to put the necessary steps into place. We use whatever is available to us as a means to establish those goals and sometimes it can mean something as simple as word of mouth, “Hey, my buddy told me he heard of an opportunity at this military installation.” Rest assured I’m going to pick up the phone and follow-up on that lead, and if needed, talk to the contracting officer in person.
When to Plan Yearly Goals
During the holiday time period, things do get a little slow in the construction industry. Because of this slowdown, this is our best time to sit down and goal set. We put those goals down on paper and it includes what we want to see by December 31, 2013. My mentors and those whose opinions I value all view the writing of goals as a “set in stone” act. Once it’s on paper, go after those goals, but keep a realistic approach in pursuing them. We refer to some of our goals as stretch goals; those that will require moving heaven and earth to recognize. Sometimes you actually achieve those goals, and you have to try; you will never succeed at all if you don’t give it a try.