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Ingar Grev
Works at The Growth Coach - National Capital Region
Attended United States Naval Academy
Lives in Annapolis, MD
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Ingar Grev

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The first, and most important, step in a sales conversation is to build rapport. Why? It's absolutely critical for discovering the needs or requirements of your prospect.
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Qualify your prospect early in the sales conversation (certainly before you pitch anything). It's respectful of your prospect's time (you won't be wasting it) and it increases your sales yield (unless you have plenty of time to waste, that is).
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Business development is much simpler than many make it out to be. It's just a prioritized process to manage your relationships effectively. If you aren't using a CRM and a process, you're leaving a GREAT DEAL of money on the table.
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TRUST holds a company together. If your people don't trust you, you're doomed. They'll work for the pay and not for your vision. No ones likes paycheck players, but that's what you'll have. Don't lose their trust, and if you do, make it right (confess and apologize).
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Ingar Grev

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"Givers" gain in the long run through sharing value, connections, resources, etc. Is the character of your business one of being a giver or a taker? When you call referral sources, strategic alliance partners, and so forth, are you asking them to help you or are searching for ways to help them?
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In good times and in bad, be ethical, moral, trustworthy, and a person of integrity. Yeah, I know, it's obvious, but it does seem that leaders blow it all the time. Walk your talk; let your words match your deeds
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"It's what you learn AFTER you know it all that counts." -John Wooden. Your business won't grow again unless YOU learn & grow
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If you lose your integrity and reputation, you've lost everything as a leader. Be a person of your word. Let employees count on you, and don't ever violate their trust.
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CEO, your business needs you to focus on high-value work. You destroy value when you perform tasks that aren't worth at least $200/hr. Do the most valuable work - let your team do the rest.
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People
In his circles
342 people
Work
Occupation
Help leaders get their businesses to run as well as their technology
Employment
  • The Growth Coach - National Capital Region
    Managing Director, 2007 - present
    • Boutique business development, strategic consulting, and coaching firm. • Interim executive (COO) for companies between $1M-$25M in sales trying to improve overall business performance • Provide strategic consulting and coaching services, helping clients create more effective and better-running organizations. Clients include owners/CEOs/senior leaders of small and large organizations. Notable current and past client include Capital One, NOAA, Apex Home Loans, Spirent, MarcParc, FastSigns • Lecturer/Speaker throughout the US on strategy, leadership, and sales. National contributor to the Business Journals, adjunct professor of various business topics (Finance, Marketing, and Leadership) at Northern Virginia Community College. • Provide strategic guidance and business development services for high-tech companies seeking Department of Defense (DoD), Intelligence Community (IC), and large company business. Services focus on identifying target opportunities and creating the relationships necessary to enable adoption of the technology into DoD or IC programs. Clients included Northrop Grumman, Veloxity, EverFi, and Tech2000. • Founder of the Strategic Business Forum (http://www.thestrategicbusinessforum.com)
  • Raytheon
    Director - Program Operations, 2003 - 2011
    Promoted to Director in May of 2005. • Developed and managed several multimillion dollar, multi-year, research and development (R&D) projects funded by the Missile Defense Agency (MDA) of the Department of Defense (DoD). • Led teams comprised of up to 10 different contractors, staffed with the world’s experts in physics, mathematics, software development, and modeling. This included finding innovative ideas throughout the nation, determining whether the development team can deliver on their ideas, and then aligning those ideas to solving difficult engineering problems. • Led MDA’s Project Hercules Space Tracking and Surveillance System (STSS) Project from the beginning in 2007 to its successful conclusion in 2008. • Program Manager for the very successful Hercules FBS Team that delivered several of the most important software programs that Hercules has developed. Managed team from the summer of 2003 until I was promoted to STSS Project Lead.
  • Covad
    Senior Manager - CO Strategy and Management, 2000 - 2003
  • Photon Research Associates
    Systems Engineer, 1998 - 2000
  • Verizon Communications
    Supervisor, 1996 - 1998
  • United States Navy
    Submarine Officer / Instructor, 1989 - 1996
Places
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Currently
Annapolis, MD
Contact Information
Work
Phone
(202) 640-1908
Email
Address
1425 K ST, NW, STE350, Washington, DC 20005
Apps with Google+ Sign-in
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Story
Tagline
There's a huge difference between good, sound reasons and reasons that sound good!
Introduction
         
Eliminating mediocrity in business through strategy & some butt-kicking | WBJ Blogger | Speaker | Technology R&D leader | No Group Hugs
Bragging rights
President of the best class: US Naval Academy Class of 1989
Education
  • United States Naval Academy
    BS Systems Engineering, 1985 - 1989
  • University of Maryland, College Park
    MS Systems Engineering, 1994 - 1998
  • University of Maryland, College Park
    MBA, 2002 - 2005
Basic Information
Gender
Male
Relationship
Married