Behind the Win

In this episode:  Steve's experience working for Congress and the valuable lessons he's had during his career, the '93 BRAC, reorganization of the Department of Defense, and LSI's pre- and post-BRAC work. Then, the 2005 BRAC and the community strategies surrounding it, identifying community funding, and Steve's Big Hat award.    If your team needs assistance developing community strategies or fund...

In this episode: The history behind LSI's program execution work, notable proposals from the past several years, and a couple stories that demonstrate our program execution processes. Then, the rules mandated by the federal government on how a company does business with the federal government, the relationships LSI has within federal installations, and how LSI will make sure your team WINS!   If y...

In this episode: Strategy work with Lockheed Martin and LSI, business development policies that lead to exponential growth, what full spectrum leadership entails, and preparing your team and clients for capture projects. Then, advice for young business development professionals, capture management lifecycles, and the strategic initiatives matrix.    Does your team need help building a strategic pl...

In this episode: The origins of capture within LSI and the business development sector, win rates, and how LSI helps our clients understand their customer needs. Then, how LSI has developed relationships with key decision makers around the world, building opportunity pipelines, and the difference between capture and proposal managers.  Do you need capture assistance? Do you need help gaining acces...

In this episode: The importance of building an effective stimulus command center NOW,  how to gain access to more funding, designating appropriate space and locations for command centers, and effectively collaborating with your command team. Then, airport terminal opportunity strategies, how the various federal agencies will work with state and municipal entities, and strategy for winning competit...

In this episode: Appropriate levels of feedback from our leaders, adjusting to the hybrid workplace, introducing the scorecard concept without micromanaging your team, and working with the Millennial and Gen-Z generations. Then, Chuck's advice for a successful career, the magic question that everyone needs to ask themselves, and how The Game of Work has been implemented in other BD organizations. ...

In this episode: The story of LSI's work with Arctic Slope Regional Corporation (ASRC), an Alaska Native based corporation, and how the LSI business development strategy transformed the corporation, revenue streams, internal team, and local community. Today, ASRC is a prominent name in every DoD and FedCiv location and is actively working towards becoming a $5 billion corporation. Our experiences...

In this episode:  Developing your pipeline and prioritizing opportunities, connecting with government customers, and approaching strategic intelligence during campaigns. Then, interfacing between proposal and capture managers, the importance of past-performance, and advice for the rising generation of business development professionals.   If you would like to learn more about LSI's practice areas,...

In this episode: Brig. General Burda's experiences with the United States Air Force in Europe and the Middle East, current methodologies and teachings for young cadets today, and lessons he learned as Wing Commander in Afghanistan. Then, how LSI helps refugees, Brig. Gen. Burda's work with the USO, generating and increasing revenue as a non-profit, and capturing grants through business development...

In this episode: The artistic yet demanding nature of proposals and grants, preparing for RFP drops, the length evolution of proposals, sharing a convincing story with the selection authorities, and the importance of full-time proposal teams. Then, disconnecting the big picture from the proposal or grant information, the discipline and planning behind writing, and advice for writers and clients lo...

In this episode: The importance of positive attitude, global mindsets and working across borders, and advice for translating overall business development strategy into a larger, overall vision. Then, developing a customer-centric business, international capture planning, the transition between capture and proposal phases, and food as culture.   If you need marketing services outside of the United...

In this episode: LSI's economic development model, vertical markets and ecosystems, cluster development, SBIR/STTR, and rural communities strategy. Then, the positive economic results of LSI economic development work from 20 years ago,  recidivism and refugee strategy, and our plan for job growth in underemployed populations.    If you would like to learn more about our 2022 projects, our economic...

In this episode: Commander Chip Laingen's experience in the Navy and transition into the private sector, capturing new business, and the birth and rapid growth of the Defense Alliance. Then, supporting sustainable regional ecosystems, creating jobs in a vertical market, and advice for clusters reforming from the recent influx of stimulus funding.  Learn more about the Defense Alliance at defenseal...

In this episode: A numerical deep dive into the $1.2 trillion, the three buckets of the act, and how the act will stimulate job creation. Then, defining the primary customer, specific appropriations for tangent issues, early capture strategy and planning, and building successful proposals to win work from this act.    Interested in learning more about working with the federal government? Need help...

In this episode: Quantifying your dream list and making those dreams a reality, the genesis of gamification, and turning business into an experience. Next, the dichotomy between recreation and work, and the five key principles associated with recreation and how they should be applied to work: Feedback is more frequent and dynamic in recreation than in work Scorekeeping is dynamic while the game is...

In this episode: We focus on Sean's early acquisitions, Summer and her experiences at LSI, client identification services, and the intense, organic growth that our team has experienced during the past 30 years. Then, the next 50 years with LSI, cultivating a business strategy and vision for unprecedented times, and the importance of building functional and collaborative teams.  Want to be part of...

In this episode: The drastic evolution of proposal development, keys to effective short-storytelling, and advice on complex technical proposals. Then, managing team and client relationships, utilizing capture teams to deliver winning proposals, and insightful guidance for new proposal managers.  Want to learn more about this episode? Reach out to social@lsiwins.com to start winning.  Follow LSI on...

In this episode: A reflection of Chris' impressive career with the US Air Force and federal government, methodologies for reviewing contracts and proposals, and the constantly swinging pendulum in proposal lengths. Then, the future of proposals, differentiating yourself from the competition, and advice on creating memorable, successful proposals.  Want to learn more about this episode? Reach out t...

In this episode: An in-depth look into James' impressive career,  the myths and fears of working with the federal government, how business development became an essential part of supply chain management, and the common passion of the work-fighter. Then, the shift of thinking in supply chains, the under-utilized yet critical component of source development, and building an overall supply chain stra...

We would love to see our listeners at the "What's Up In Eastern Idaho!" Power of Place virtual conference! Attendees can expect a day of a new regional marketing strategy developed by REDI, thought provoking ideas, best practices, and discussions on changes shaping Eastern Idaho's future. To register for the event, please visit this website. For more information regarding REDI, please visit https:...

Josh Johnson has 30 years of experience under his belt, split evenly between the House of Congress, Senate, and LSI. Through his experience, Josh has developed a keen understanding of the working logistics and procedures to each part of the Hill. He remarks on the similarities and differences between the House and Senate offices and their respective committees. Josh emphasizes the importance of kn...

Summary: Before working with LSI, Catherine Slatter was building her career at Goodrich Corporation to pursue her passion for business and aerospace development. She quickly rose through Goodrich and gained valuable experience in price modeling, sales and marketing, commercial wheel and brake services, and the military division. 20 years ago, Catherine left Goodrich, "moved to one of the square st...

Summary: The LSI Behind the Win podcast began as an internal communications tactic to keep the organization connected during the height of the COVID-19 pandemic. Since then, employees and clients alike, have asked us to share the knowledge and science behind business development to help them find success. LSI was founded in 1972 by Jerry Slatter, along with Wayne Fry, Everett Judd, Diane Campbell,...