Doing What is Necessary

We get to be part of the organizational reviews for contractors across the country.

D. Brown Management

August 10, 2019 1 minute read

Obviously, the goal is to keep people in positions they are best and happiest at. But that isn't always an option and the people who are admired the most are those that have versatility, positive attitudes, good learning abilities, are team players, and put the love of winning with their team ahead of what makes them comfortable or happy in the moment.

We've seen lots of talented people who are focused on only what they love or are comfortable doing, even if the team needs something else. That never ends well.

On the other hand, I've never seen anyone who consistently did whatever it took for the team to win, including developing new capabilities, who wasn't wealthy in all aspects of their life.

Graph: Balancing Our Highest and Best Use on the Team, Things We Love Doing, and Things We Are Best on the Team At. Quote: It is no use saying we are doing our best. you have got to succeed in doing what is necessary. Winston Churchill

Opportunity Evaluation (2 Critical Dimensions)

Your strategic decisions show up most vividly in the opportunities you choose to pursue. Disciplined and aggressive business development will ensure a strong pipeline of opportunities. Choosing what to pursue requires balancing two critical dimensions.

business development business management market strategy Organizational Development

Cash Flow and the 5Cs of Credit - Collateral

The 4th of the 5Cs of Credit is how much and what type of collateral the contractor will put up as a guarantee. The collateral requirements change significantly as contractors grow.

Work Conversion Cycle and Backlog Run-Off

PARADOX: A contractor can’t focus on the bigger strategic issues until they have a predictable backlog of work. If a contractor doesn’t have a solid market strategy and organizational structure in place it’s very difficult to build a consistent backlog.