Amtower Off-Center

KPIs for what it takes to win business

This week on Amtower Off Center, host Mark Amtower discuses the 2018 Government Contractor Study with Market Connections president Aaron Heffron and Merritt Gro...

September 13, 2018 5:38 pm

< a min read

(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:

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