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Air Transport Business Development, Inc.

Doug Sutton: Been There, Done That

Doug Sutton discusses team building

David Hopkins: Doug tell us about what you see are some of the key aspects of bidding a winning on contracts here in the aviation business.

Doug Sutton: I have a lot of experience capturing new business. I have been successful through my career organizing teams of people to go out and win new business. There's a lot of techniques required for this and you need to be able to pull together a plan, put together the right team, manage that team and then write a very good and effective winning proposal.

An example of this is when I worked for an OEM, I had to put together a contract team, marketing teams, support teams. I had to effectively use senior management in order to win new business and we were very effective in doing that and these contracts we put together in those days are still with us today.

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