Chapter 7


Positioning to Win

Procrastination: To intentionally and habitually put off doing something that should be done.—MERRIAM WEBSTERS COLLEGIATE DICTIONARY


Winners are working while losers are waiting.

According to an old adage, “If it weren’t for the last minute, a lot of things would never get done.” Does that describe your business development efforts? Do you start late and not finish the proposal until the last moment? Does this describe the way you normally work?

Donald Marquis said that “procrastination is the art of keeping up with yesterday.” That’s how it is. There’s always so much to do that you can never get ahead; you can only keep from falling farther behind. Still, would anyone argue ...

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