Welcome to THIS. with Shauna Griffiths! After a hiatus the show is back and better. We're infusing the Leadership Athlete mindset into the show and we'll Breaking Down Hot Topics to help you take your game to the next level. This episode - How Decision-Makers Really Think - is the second episode in a three-part series called BREAKING DOWN REVENUE GROWTH which taps into consulting work Shauna does as a part of the changeforce management consulting firm. Shauna's guest for the series is her friend and all-star changeforce teammate who happens to be a First Draft Class Leadership Athlete! Bob Wieser has been advising clients on business development pursuits for nearly 30 years. He’s helped his clients win billions of dollars' worth of contracts including regularly achieving new business pitch win rates in excess of 80%. Turn it up and buckle up as Shauna and Bob discuss revenue growth realities you'll want and need to know about How Decision-Makers Really Think: What they are saying is based on research conducted over the last 30 years is consistent in revealing four factors that regularly influence how decision makers choose providers.  Learn about the impact of "rebalancing" biz dev efforts to reflect this likely reality Find out about pursuit tactics - from the very first contact with the prospect - that must address each of these factors.  Discover which strategies and tactics are important for putting yourself in the lead in any pursuit Find out how this will help you be seen as the best fit under these criteria Hear about how the typical RFP-driven business development plan has blind spots when it comes to these factors - which serves to worsen the odds of winning.  Takeaway tips on how to identify and overcome these factors to improve your win rate.  By the end of the show, you'll know what Shauna and Bob mean when they say How Decision-Makers Really Think. You'll also be able to start using some of the tips you heard in this episode. They'd love to hear your feedback and discuss your game plan. So, drop a comment and reach out to them on Linkedin. AND - stay tuned for the third and final episode in this mini-series on BREAKING DOWN REVENUE GROWTH.  #consulting #THIS #coaching #growth #revenuegrowth #Leadership #LeadershipAthlete