Getting Down to Business
Introduction
Hi! My name is JJ Nathan and I live in the Washington, DC metro area. Having lived all over the United States and around the world, people from all walks of life, backgrounds, and cultures fascinate me. I believe that fundamentally, the core values of people worldwide are similar.
After studying engineering, receiving my MBA, and working in a number of industries in engineering, chemicals, telecom, IT, sales, marketing and business development, I decided to start Amicus USA (http://www.amicususa.com) in 2003 to help other companies with their technical, sales, marketing and business development challenges. There is a science to the art of sales and marketing, and I've been studying the science (and will continue to study the science) for the past 10+ years.
Background
Sales and marketing are probably the oldest pursuits known to mankind / womankind. Your solution (whatever you sell) is designed to provide a solution (whatever that solution) to whomever believes the solution will benefit them (emotionally, financially, physically, spiritually, and otherwise).
For the past fifteen+ years, I've been pursuing customers through marketing, personal selling and by responding to RFQs / RFPs / RFIs. I've earned my customer's trust and business for goods and services that they have purchased from me in retail, specialty chemicals, manufactured goods, management consulting, telecommunications, and information technology related software and hardware services. To be sure, it is important to know the customer's needs and the problem your solution will solve. However, equally important is a strong written proposal which consists of a technical approach, a management approach, past performance references, and pricing. And don't forget, LUCK is a very important reason as to why proposals are won or lost. If LUCK is defined as what happens when OPPORTUNITY meets PREPARATION, if you are find the opportunity and prepare, your chances of winning increase.
The other important factor - "G2". Having lived in Washinton, DC for the past 10+ years, you quickly learn the importance of acronyms in every day life. G2 is a military term for intelligence. G2 is an important element in strategy (Sun Tzu - Art of War), but G2 needs to be verified, validated and filtered to be valuable.
Competitive Advantage - As Jack Welch of GE said, "..if you don't have competitive advantage, don't compete." I couldn't agree more. A business must create value for its customers, and it must constantly create competitive advantage to differentiate itself from the competition.
And I always try to remember as Mr. Zig Ziglar says - "People love to buy, but they hate to be sold."
Hi! My name is JJ Nathan and I live in the Washington, DC metro area. Having lived all over the United States and around the world, people from all walks of life, backgrounds, and cultures fascinate me. I believe that fundamentally, the core values of people worldwide are similar.
After studying engineering, receiving my MBA, and working in a number of industries in engineering, chemicals, telecom, IT, sales, marketing and business development, I decided to start Amicus USA (http://www.amicususa.com) in 2003 to help other companies with their technical, sales, marketing and business development challenges. There is a science to the art of sales and marketing, and I've been studying the science (and will continue to study the science) for the past 10+ years.
Background
Sales and marketing are probably the oldest pursuits known to mankind / womankind. Your solution (whatever you sell) is designed to provide a solution (whatever that solution) to whomever believes the solution will benefit them (emotionally, financially, physically, spiritually, and otherwise).
For the past fifteen+ years, I've been pursuing customers through marketing, personal selling and by responding to RFQs / RFPs / RFIs. I've earned my customer's trust and business for goods and services that they have purchased from me in retail, specialty chemicals, manufactured goods, management consulting, telecommunications, and information technology related software and hardware services. To be sure, it is important to know the customer's needs and the problem your solution will solve. However, equally important is a strong written proposal which consists of a technical approach, a management approach, past performance references, and pricing. And don't forget, LUCK is a very important reason as to why proposals are won or lost. If LUCK is defined as what happens when OPPORTUNITY meets PREPARATION, if you are find the opportunity and prepare, your chances of winning increase.
The other important factor - "G2". Having lived in Washinton, DC for the past 10+ years, you quickly learn the importance of acronyms in every day life. G2 is a military term for intelligence. G2 is an important element in strategy (Sun Tzu - Art of War), but G2 needs to be verified, validated and filtered to be valuable.
Competitive Advantage - As Jack Welch of GE said, "..if you don't have competitive advantage, don't compete." I couldn't agree more. A business must create value for its customers, and it must constantly create competitive advantage to differentiate itself from the competition.
And I always try to remember as Mr. Zig Ziglar says - "People love to buy, but they hate to be sold."
posted by from JJ Nathan, MBA at 10:37 AM
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