Most business development teams focus on selling products. A product sale is a transaction. It may lead to repeat orders, upgrades, or adjacent work, but it is rarely as durable as winning position on a major aircraft platform. A platform position is different. It can … Continue readingProduct vs. Platform: Where Long-Term Value Is Actually Won
My business development process begins with identifying a problem or need you can address in a market. You can come from structured ideation, domain expertise, or direct customer exposure. It should align with your technical capabilities, operating strengths, and access. Before doing any of that, you need … Continue readingMarket Size & Revenue Math – What Actually Matters
I am not a traditional “salesperson,” and this is not a guide on how to sell. This is a practical framework to understand how buying decisions actually get made—particularly in complex, B2B environments. Most failed opportunities are not due to poor technology. They fail because … Continue readingSales Primer and the Decision Making Unit