Focusing Forward, Inc

This week's Consultant Spotlight features Sarah Krappweis, PMP ! She's an experienced Consultant and Project Manager who specializes in Earned Value Management (EVM). She explains why federal contractors should get familiar with EVM and how it can help them avoid unpleasant surprises in their project planning. Click the link to read the blog post and my interview questions with Sarah. We're curious... Have you already heard of EVM or is this the first time? ?? Let us know in the comments! https://lnkd.in/g-4igDq4

?? When to Get Technical vs. Keep It Simple ?? In communication, clarity is key.? Here’s when to get technical—and when to keep it plain when building out presentations or proposals: ?? Start with Plain Language: Lead with why your solution matters to the audience—focus on cost savings, efficiency, or mission impact before diving into the details. ?? Get Technical When: Explaining Your "Secret Sauce": If you’re offering something truly unique, share the technical specifics to avoid sounding too “conceptual.” Highlighting Differences from Existing Solutions: Data and comparisons show why your approach is a better choice. Standing Out from Competitors: Metrics like speed, cost-efficiency, or accuracy strengthen your credibility and make your case. ?? Pro Tip: Practice explaining to a non-expert. Their questions will reveal where you need more clarity or detail. Keep your mind on your audience. When you DO get technical, use metrics and terms that make sense to them–these may not be the same ones you measure and lean on internally, do your research!? Think operational readiness vs. mean time between failure. For more details on this topic, check out my latest blog @Auxo:?https://lnkd.in/gkMX8Qwq If this was helpful, please follow and share!

We've got another fantastic article from Ray Reed on the blog! In it, Ray recommends a simple daily task that salespersons can employ to optimize their performance, get organized and increase sales. This is part of an ongoing series of articles written by Ray for individual sales contributors and sales team leaders alike. These short and snappy reads, written by a highly successful former salesman, are a peek behind the curtain, so to speak, and offer great tips to anyone wanting to excel in sales. Thanks, Ray Reed II ! https://lnkd.in/gGkU28Ge

This week on the blog: Ray Reed, Sales Consultant and Coach kicks off his blog takeover series with an article that addresses the question, "Why are there so few women in the federal sales space?" And furthermore... "Why does it matter?" This is a must-read for anyone in a Sales Leadership position. Ray shares more than just his personal opinion on the issue; his insights are taken from his direct EXPERIENCE as a majorly successful team leader. Read the article? Please share your thoughts, questions, or personal experience in the comments! Are you a saleswoman in the federal marketplace? A team leader? We would love to hear your stories and opinions. https://lnkd.in/gHRHTTBp

New Consultant Spotlight article alert! This week we get to know Mr. Greg Hollister and his work. Greg is a highly accomplished individual: He's an Air Force veteran (20 years active duty) with a background in Operational Support, Business Development, Capture, and Marketing solutions to the federal government (to the tune of $850M in contract wins). He's done work for NASA, the DoD, and so many federal agencies. With degrees in Management, Economics, and Telecommunications, Greg has the expertise, connections, and specialized knowledge required to market your high-tech solutions. Greg can help you identify quality opportunities, develop proposals, and gain traction in unfamiliar markets. Interested in potentially working with Greg? Contact Focusing Forward by phone or message us on our Contact page to schedule a free intro call with Jim. Let's discuss how we can support your business. Please read Greg's article and let us know your thoughts in the comments. And let's give him a warm welcome to the Focusing Forward team! https://lnkd.in/g9FpyvmF https://lnkd.in/gMa4MqUP

This week on the blog, we discuss CONTRACTS. We break down every type Focusing Forward offers - and the why, when, and how to use them. Understanding your options is the critical first step in creating a consulting relationship that's tailor-made to meet your company's needs. Read it on the blog! https://lnkd.in/gjqeZmkF We'd love your feedback. Did you find this article helpful? Is there a topic you wish we'd cover? Let us know in the comments. ??

Consultant Spotlights are back (after a brief hiatus) with a bang! This article features Bala Selvam, a new consultant whose unconventional approach to life and work has taken him to some very unexpected places. This one's worth a read, folks - especially if you could use a consultant specializing in the Marine Corps, Innovative Tech, and/or Operations... but even if you don't, Bala's story might just inspire you to see what's possible when you make your own rules and bet on yourself. Follow the link to read the article, share if you're feeling generous, and please give a warm welcome to Bala Selvam ?? ! Do you have any questions for Bala after reading the article? Post them in the comments so he can see them. https://lnkd.in/dY_ZM_f5

A HUGE congratulations to our valued consultant, the Honorable Cheri (Cheryl) Mason, on the well-deserved success of her new book "Dare to Relate: Leading with a Fierce Heart", a #1 Amazon Bestseller and #1 Top Release (with a 5-star rating!) on Amazon. ?? ?? ?? Please allow us to introduce you to "Dare to Relate", and let us know if you plan to put it on your reading list! In this autobiography, Cheri divulges stories from her own journey and shares her unconventional (yet highly effective) approach to leadership. Readers will explore her essential leadership principles and receive actionable insights for visionary leaders. "Dare to Relate" empowers and inspires current and aspiring future leaders to embrace their purpose and become catalysts for a better world and brighter future. ------------------ Excerpt from the Amazon listing: "Unlike conventional leadership training, 'Dare to Relate' addresses the fundamental principle that employees are people and your most valuable resource. Contemporary leaders often lack the preparedness and essential tools needed to effectively lead today's workforce. All too often, leaders rely on human resources or personnel management to manage their employees. This book challenges the status quo, empowering CEOs and senior leaders to take personal responsibility for engaging and investing in the people of their workforce." Embark on an extraordinary voyage of self-discovery with Cheryl as your trusted guide. Unleash your boundless potential and uncover the very essence of genuine leadership. 'Dare to Relate' serves as the definitive compass for visionary leaders who dare to create an impact." ------------------ "Dare to Relate" is available for purchase on Amazon: https://lnkd.in/gRbCVQ_S

Focusing Forward is proud to support the outstanding work that our client Shift5 is doing in the realm of defense tech. We're excited to share the news of their recent partnership with General Atomics to integrate the company’s onboard cyber anomaly detection and predictive maintenance?capabilities into the MQ-9A Reaper for USSOCOM and AFSOC - a great contribution to current and future DoD readiness and resilience. You can read more about the partnership and Shift5 here: https://lnkd.in/gJijSUGd

Great topic of conversation from our Sales and Leadership Expert, Ray Reed. Interested to continue the conversation over here and get everyone's thoughts. Has anyone ever chosen you specifically to be a leader for something? What do you think it was that they saw in you that conveyed "leadership material"? Thanks for the question, Ray Reed II ! ??