Business development’s job is sales. Sounds simple enough, at least on paper. In reality, today’s government contractors are facing their share of uphill battles. Among them is an ad hoc definition of inherently governmental; shifting procurement guidelines and policies; as well as the need to maintain relevance amid a whole host of looming national priorities, [...]
Andy McCann is vice president and geographic sales leader for HP Enterprise Services. Here’s his take on today’s business development environment for government contractors: Return to Main Feature here. ExecutiveBiz: What best practices account for the increase in win rate that you’ve seen since 2008? Andy McCann: We implemented a strong win-loss program in July [...]
As Vice President and Geographic Sales Leader for EDS, an HP company’s U.S. Public Sector business, Andy McCann is responsible for growth within the company. “I lead our sales organization and work to ensure that we bring the best value propositions to our federal, state and local government clients and prospects in the areas of [...]
