Each time I was responsible for managing a group or a regional office, I’d schedule a meeting in December with the entire team, so we could draft our business plan for the upcoming year. Each person in this group was invited to attend — whether to participate or to learn about business planning for the coming year and how we were going to monitor and measure our performance.
In this open session, we’d discuss what we had learned in conversations with existing clients during the year as it pertained to potential new business that we believed we could be awarded and/or granted an authorization-to-proceed.