Pursuit, pursuit, pursuit

Earlier this year, I shared my perspective on what 2025 might bring. My conclusion was clear: success will depend on how well we adapt, seize opportunities, and build a strong sales culture.

Today’s market is forcing every business to rethink its approach - not just to survive, but to truly thrive. So, ask yourself: is your business built to win, or are you stuck in the starting block waiting and hoping?

Hope is not a strategy. Now is the time for decisive action.

A robust Business Development Strategy is no longer optional.

It must integrate your market positioning, client relationship management, pursuit and bid processes, and continuous client feedback. Competition is fierce, yet I still see too many companies treating business development like a game of “clay pigeon shooting”, rather than a deliberate, targeted effort. Bidding is costly. If you’re not putting your best foot forward to win, why bid at all? My mantra remains: “I don’t bid to come second.”

In this environment, the importance of Pursuit PLANNING cannot be overstated. Here’s why:

• Opportunities Don’t Wait: The best ideas and partnerships often go to those who move first. Pursuit means being proactive, not just reactive.

• Relationships Are Built, Not Found: Strategic partnerships and clients trust are earned through ongoing engagement and follow-up, not one-off conversations.

• Momentum Drives Growth: Consistent pursuit - whether it’s new clients, markets, or innovations - creates momentum. Momentum leads to breakthroughs.

• Opportunities Are Won, Not Given: With fewer large projects and fiercer competition, every opportunity must be chased with energy and intent. Pursuit means building relationships, shaping demand, and never resting on your laurels.

Need help sharpening your Pursuits, Bids, or Business Development approach? Let’s connect.