Proposals oftentimes require a Staffing Plan that shows who, how many, what skillsets, and the Level of Effort (LOE) required to execute the actual work of the contract.
What is a Management Approach and How to Write One
The Management Approach within a federal government proposal is required by most RFPs and other types of solicitations.
How to Break into Government Contracting [Part 7]: Compete to Win
Like an Olympic athlete who must train, practice, and then qualify to compete, succeeding in the federal market also requires long-term preparation and planning.
Topics:
Proposal Management
Small Business
Proposal Development
Proposal Development Process
How to get started in GovCon
Small Business Guide to GovCon
Continue Reading
How to Develop a Capture Plan [Guide + Template]
We’ve all experienced a proposal that lacked the appropriate capture before the final RFP release.
Topics:
Capture Management
Capture Planning
Continue Reading
How the U.S. Government Had Sophisticated Design but Seemingly Lost it (And How to Get it Back!)
Although often overlooked, Graphic Design is incredibly integral to government work. Federal government design specifically relies on past and modern-day successes of good design practices in America.
Decorate the Tree: The Art of the Proposal Outline
Developing a compliant, reader-friendly proposal outline is a critical first step toward creating a winning proposal.
How to Hold a Successful Kickoff Meeting
Many of the most successful experiences in life have great beginnings:
A Deep Dive into Past Performance – How to Maximize Your Scoring Potential
As part of the federal contracting process, procuring agencies are interested in an offeror’s quality of product/service, cost control, timeliness of performance, business relations, and customer satisfaction, as evidenced by its past performance.
Developing Your Proposal Career: Roles and Certifications
Professional certifications can help increase salary and expand professional possibilities. Certifications are an excellent avenue for a proposal professional’s career development.
Topics:
APMP
Proposal Career Development
APMP Foundation Certification
Proposal Professional Certification
Professional Development
Continue Reading
How to Survive High Turnover Among Your Proposal Team
The Great Resignation. The Big Quit. The Great Reshuffle.
Topics:
Proposal Development Training
Proposal Support and Rescue Training
Proposal Team Turnover
KSI Rescue Squad
How to deal with turnover
Proposal Consulting Team
Continue Reading
How to Break into Government Contracting [Part 6]: Capture Opportunities
You don’t wake up the morning of the IronMan Triathlon and decide to enter the race on a whim.
Topics:
Capture Management
Small Business
How to get started in GovCon
Small Business Guide to GovCon
Continue Reading
5 Layout Tips for Proposal Graphics
It is generally accepted that people remember more of what they see than what they read or hear.
Topics:
Proposal Graphics
Proposal Graphics and Desktop Publishing
Proposal Evaluation
Graphic Design
How to layout proposal graphics
Continue Reading
How To Break Into Government Contracting [Part 5]: Conquering Roadblocks
Government agencies want to work with companies they know and trust. Building that trust is largely contingent on your ability to prove you can do the work.
Topics:
Teaming Agreements
Government Contracting
How to get started in GovCon
Small Business Guide to GovCon
Continue Reading
How Proposal Training Can Improve Your Win Rate [Examples + Email Template]
"It is a truth universally acknowledged that a competitive bid must be in want of a great proposal team." - Jane Austen.
Unboxing Our Toolkit: How to Create a Common Language from Proposal Writer to Designer
Have you ever asked yourself if an evaluator gets bored reading your proposal? To break up the sea of text, you use proposal graphics. But are your graphics also boring?
Topics:
Proposal Graphics
Graphic Design
Continue Reading
Here, There, and Everywhere: An Introduction to SLED (State, Local, and Education) Proposals
If you’ll indulge in a music analogy, Federal Government Contracting in the United States is a long and winding road, while State, Local, and Education (SLED) contracting is a smaller ticket to ride. But hey, you still might want to drive that car!
Topics:
Proposal Management
SLED Proposals
Continue Reading
Don’t Make Me Think: 5 Ways to Improve Proposal Readability
In proposals, clear writing is critical to ensuring the evaluators understand your message.
Topics:
Proposal Writing
Proposal Evaluation
Continue Reading
A Guide to Writing a Technical Approach
Let's set the scene. You’ve just come on to a new proposal effort and are anxiously awaiting your writing assignment.
Beyond Compliance: How to Craft Compelling, Easy-to-Evaluate Resumes
Federal proposals often require contractors to include resumes of their proposed team.
Topics:
Proposal Writing
Resume Writing
Continue Reading
The Power of Great Design: How to Stand Out from Your GovCon Competition
While it may not be immediately obvious, there is no doubt that the design of your government proposal can significantly impact how your response is received and has the potential to help you stand out from the competition.
How to Manage Document Recovery for a Stronger Proposal
Everyone knows that color team review phases are essential to the development of winning proposals.
How to Use Basic Desktop Publishing (DTP) Skills to Make a Proposal Template
Desktop Publishing (DTP) is required before every proposal is submitted to ensure the proposal is presented in a visually pleasing manner, the information is presented in an easy-to-understand format, and the proposal complies with the solicitation requirements.
Five Things That Will Lead to a Higher Scoring Proposal
In this article, we will cover five things that instantly lead to a higher-scoring proposal during the evaluation process.
Topics:
Proposal Writing
Proposal Evaluation
Continue Reading
How to Break into Government Contracting [Part 4]: Connect with Your Customers
Contracting Officers (CO) are authorized agents empowered to bind the federal government to a contract for procuring goods or services.
Topics:
Small Business
Government Contracting
How to get started in GovCon
Small Business Guide to GovCon
Continue Reading
Beyond the Basics: 5 Ways to Take Your Proposal Writing to the Next Level
If you have participated in a proposal effort or two, odds are you know the basics of proposal writing.
Topics:
Proposal Writing
Continue Reading
How to Successfully Interview a SME as a Proposal Writer
To write a winning proposal, a proposal development team must present a solution that addresses the customer’s technical needs in a compelling, easy-to-understand narrative.
How to Write a Compliant and Responsive Proposal [Tips and Tools]
In the competitive world of bids and proposals, it is critical for proposals to not only be compliant but also responsive.
How to Select Key Personnel for Your Proposal [Guide + Resume Template]
Individual accomplishments and experience have a chance to shine in today's competitive bid environment.
A Beginner's Guide to Post-Award Debriefs
Post Award Debriefs: What are they and what is their purpose?
From Capture to Proposals: How to Handoff for Success
As an opportunity moves through the phasesof the opportunity lifecycle, it is supported by different roles or individuals.
How to Break into Government Contracting [Part 3]: Confirming Your Prospects
Targeting and building your business development pipeline can feel daunting because of the endless pool of prospects.
Topics:
Small Business
How to get started in GovCon
Opportunity Pipeline
Small Business Guide to GovCon
Continue Reading
How to Conduct a Red Team Review: Three Things You Need to Know
A Red Team Review is part of a series of color reviews that occur during the proposal development process.
A Guide to Agile Proposal Development and Management
Agile software development is a set of approaches to software development where requirements and solutions evolve through collaboration between cross-functional teams and stakeholders.
How to Make the Most of the Proposal Off Season
Congratulations! You survived the proposal busy season and you finally have some downtime. So, now what?
Topics:
Proposal Management
Proposal Development
Proposal Development Training
Proposal Development Process
Content Repository
Continue Reading
How to Create a Proposal Management Plan Using the KSI Advantage™ Approach
The Proposal Management Plan is the operations plan for the Proposal Manager and the proposal team to answer the RFP.
Topics:
Proposal Management
KSI Advantage Capture & Proposal Guide
KSI Advantage
Proposal Plan Development
Proposal Management Plan
Continue Reading
Three Ways to Finish the Proposal Year Right!
As we approach the end of the year, the government proposal season tends to slow down here in the U.S.
Topics:
Proposal Management
Third Party Assessment
Proof Points
Proposal Development Process
Content Repository
Holiday Content
Continue Reading
Need a High-Scoring Past Performance Section? Use the KSI Advantage™ Approach!
The Past Performance section in a proposal provides evidence of your previous success to your customer by exhibiting your proven ability to deliver a quality product or service in a timely and cost-controlled manner.
How to Break into Government Contracting [Part 2]: Clarifying Your Brand
According to Bloomberg Government, Federal contract spending in fiscal year 2020 hit the highest amount on record—$681 billion.
Topics:
Small Business
Government Contracting
How to get started in GovCon
Small Business Guide to GovCon
Continue Reading
How to Develop an Effective Win Strategy [Guide + Template]
In the world of bids and proposals, we have a unique lexicon that we apply so that we are all speaking the same language.
A Complete Guide to Developing a Powerful Proposal Plan
When it comes to developing a successful proposal response, having a Proposal Plan in place is essential.
Developing a Proposal with Limited Resources? Here's What Works!
If I were to give advice to a writer working on a proposal, I would say: plan before you write, write to your plan, and think big picture from the start.
Ace Your Proposal Evaluation by Thinking Like an Evaluator
Think of the last time you saw something and immediately realized you were going to enjoy it.
How to Prepare for the APMP Foundation Test
In the proposal world, we are all continuously working to improve and hone our skillsets.
Topics:
APMP
Proposal Career Development
APMP Foundation Certification
Proposal Professional Certification
Continue Reading
How to be an Effective Color Reviewer
If you work for any company that writes proposals, there is a chance that you already have or will be asked to participate in a color team review.
Using Layers of Proof to Strengthen Proposal Claims
In July 2018, we published an article on how to turn unsubstantiated proposal claims into credible proofs. In this article, I take a deeper dive into developing compelling proofs, with examples and techniques to build solid proofs for a higher win rate.
Topics:
Proposal Writing
Proof Points
Continue Reading
5 Critical Skills and Resources for Quick-Turn Proposals
I recently came out of a project where we supported the client in submitting 25 task order proposal responses between two months.
How to Get the Most Value From SMEs to Write a Winning Proposal
Subject matter experts (SMEs) are necessary to almost every proposal. They are the ones who design and build the product (or provide the service).
A Step-by-Step Guide to the Proposal Production Process
In the proposal industry, we strive to set up an infrastructure that will improve our chances of winning. Production is an important part of developing a winning proposal.
How to Break into Government Contracting [Part 1]
The U.S. federal government is the world’s largest buyer. Every year, it spends billions of dollars on products and services covering thousands of categories ranging from fighter jets and garden supplies to IT services and logistics support.
How to Maximize the Benefits of Collaborative Editing and Proposal Reviews
Collaborative software tools represent a major improvement in developing compliant, compelling, and complete proposals. However, these tools are not without their drawbacks.
Topics:
Color Team Reviews
Proposal Reviews
Proposal Development
Collaborative Proposal Software
Editing
Continue Reading
An Introductory Guide to Multiple Award Task Order Contracts (MATOCs)
Within the world of U.S. Federal Government Contracting, it is easy to become overwhelmed with all the acronyms. One acronym you might have been wondering about lately is MATOC.
The Content Repository: An Essential Tool to Develop Winning Proposals
Creating and maintaining a content repository or library of reuse material is a proposal industry best practice, but why is it important? Why should your company or team invest in the development and maintenance of a content repository?
3 Free Project Management Tools for Your Next Proposal (and How to Use Them)
As I discovered after graduating college and having to pay for my own Microsoft Office (MSO) subscription, software can be expensive! This is especially true for commonly used project management and office programs.
An Introduction to Indefinite Delivery Indefinite Quantity (IDIQ) Proposals
Being on the winning side of an Indefinite Delivery, Indefinite Quantity (IDIQ) contract opens up the opportunity to earn millions and even billions of dollars through the work generated by subsequent task orders.
How to Establish a Successful Task Order Machine
According to a 2017 US Government Accountability Office (GAO) report, spending by federal agencies on indefinite delivery/indefinite quantity (IDIQ) contracts accounts for about a third of total government contract obligations.
How to Create an Organized Proposal Process From Start to Finish
An effective proposal team knows that the art of developing a winning bid can be exhausting due to the unpredictable nature of each procurement.
Three Major Fallacies To Avoid When Participating In Gate Reviews
When it comes to decision gate reviews, many organizations conduct them differently.
The Fundamentals of Proposal Training: A Guide for Junior Writers
Starting a new job is an exciting endeavor, and like many recent college grads, I felt privileged to land a job—as a junior proposal writer at a great organization.
Topics:
Proposal Writing
Proposal Development Training
Federal Opportunity Lifecycle
Federal Procurement
Understanding RFP Sections
Continue Reading
An Introduction to Task Order Contracts
If you’re new to Federal Government contracting, you may be overwhelmed with all the new terminology and the many different procurement and contract types you hear about.
Using Graphics to Stand out from the Competition on a GWAC
If you pursue opportunities in the federal market, I’m sure several Government Wide Acquisition Contracts (GWACs) are on your radar and you perhaps have access to them via partnerships.
The Ultimate Guide to Oral Proposal Presentations
An oral presentation with the government is like a job interview. Your goal is to present well and ultimately win the contract.
Ensuring a Technical Solution Early in the Proposal Process: The Proposal Professional’s Role
“What do you mean they haven’t developed a solution?!”
A Comprehensive Guide to High-Quality Proposal Writing
Writing is such a critical component of the proposal process.
Topics:
Proposal Writing
Continue Reading
No Time for a Pink Team? How to Execute Short Turnaround Proposal Reviews
As proposal professionals, we are very process and procedure-oriented.
Topics:
Color Team Reviews
Continue Reading
How to Apply a Solid Bid Pursuit Strategy to Improve Your Win Rate
If you want to improve your overall win rates, there are several tactics that can help you succeed.
25 Questions You Should Ask at a Post-Award Debrief
Imagine you are at the post-award debrief. Win or lose, you must search for the good, the bad, and the ugly about your proposal.
Topics:
Post Award Debriefs
Proposal Debrief
Continue Reading
How to Set Up Graphics and Production for Proposals
Graphics are what distinguish an effective proposal. Research shows that readers recall seven times more information when presented with a graphic than through text alone.
Topics:
Proposal Graphics
Proposal Production
KSI Advantage Capture & Proposal Guide
Desktop Publishing
KSI Advantage
Continue Reading
How Starting Earlier Will Improve Your Win Rate
In this world of bids and proposals, we all certainly want to win more. However, there are so many factors that impact a company’s probability of win.
Topics:
Capture Management
Pre-RFP Planning
Continue Reading
How To Hire a Great Proposal Consultant
Have you ever hired a proposal development consultant only to feel deceived or disappointed with the result?
3 Proposal Mistakes to Avoid When Bidding as a Small Business Prime
Over the years our proposal team has helped many small businesses significantly increase their revenue through sound Proposal Management.
Topics:
Proposal Management
Small Business
Continue Reading
A Complete Guide to Making Smart Bid/No-Bid Decisions
Learning how to make smart bid/no-bid decisions is one of the most crucial skills individuals and government contractors can develop to improve their overall success.
How to Shape an Opportunity Pre-RFP by Targeting the Right People
Too often, businesses jump into pursuing contract opportunities without doing the necessary work on the front end.
Just the Facts: A Guide to Crafting a Great Data Call
Data calls typically occur early in the proposal effort, but can ostensibly happen at any point during the proposal planning or writing processes.
Six Proposal Management Tools You Can’t Live Without
As proposal professionals, we continually look to find ways to lead our teams and ensure we are getting the best results possible.
Topics:
Proposal Management
Continue Reading
Capture Manager: The Sales Role Every Federal Contractor Needs
One of the most crucial phases in the federal business development lifecycle is Capture.
Topics:
Capture Management
Continue Reading
Three Reasons You Should Be Holding Formal Author Cross-Reading Sessions
A common problem with proposal teams is that it is so easy for authors to avoid communicating—particularly when one or more author is working virtually.
Money Talks: How to Develop Winning Cost Proposals
The Cost or Price Proposal is exactly what it sounds like: a detailed account of the costs of your Technical and Management Approaches for a potential government contract.
Incumbent Contractors: Here's How You Can Win Your Recompete
Your government contract ends soon, and your customer will issue a new RFP. Who's worried?
How to Set Up RFP Compliance Using the KSI Advantage
Successful proposals must be two things: compliant and responsive.
The Story Behind Storyboarding And Why It's Critical To Your Proposal Process
Storyboards have long been a part of our standard proposal best practices.
Follow The Yellow Brick Road: 7 Tips to Keep Your Proposal Compliant
There is a common misconception that developing a compliant proposal is relatively easy — you just follow the instructions in Section L of the Request for Proposal (RFP), the way Dorothy and Toto in The Wizard of Oz followed the yellow brick road.
Topics:
Proposal Writing
Compliance
Continue Reading
The Complete Newbie’s Guide to a Career in Proposal Writing
So, you’re about to start proposal writing for the first time. Maybe you’re transitioning careers, or maybe you’re a recent college graduate, stepping into government contracting culture for the very first time.
Topics:
Proposal Writing
Resume Writing
Continue Reading
How to Tackle Tight Page Limitations in Proposals
Tight page limitations are becoming a more frequent challenge as contracting officers continue to look for ways to streamline their acquisition processes.
Topics:
Proposal Writing
Continue Reading
Four Reasons Why Companies Lose Contracts They Might Have Won
Sure, companies lose contracts because of faulty pricing, unqualified key personnel, lack of customer insight, a flawed strategy or approach, or some other technicality or non-compliance. But too often, these maladies are only symptoms, not the root causes for a loss.
Topics:
Leadership
Government Contracting
Continue Reading
9 Powerful Microsoft Tips and Tricks for Proposals
Did you know that Microsoft has a staggering 1.2 billion Microsoft Office users worldwide? These users include millions of professionals who rely on Microsoft Office software every day and use only a fraction of its capability.
How to Win Over Proposal Evaluators: Four Strategies to Score Higher
We know that Evaluators evaluate and score submitted proposals. Therefore, as bidders looking to win work, we should aim to make the evaluators’ jobs as painless as possible.
Topics:
Proposal Writing
Continue Reading
How To Respond to A Large Statement of Work
What do you do when the Request for Proposal (RFP) provides a voluminous Statement of Work (SOW) or Performance Work Statement (PWS) and a minimal page count in which to address it in the proposal?
Topics:
Proposal Writing
Continue Reading
2019 Government Contracting Outlook: Top 10 Trends
Each year at this time, we stop and take a breath. Clear our heads. Gain some perspective. And reconnoiter the GovCon horizon.
Topics:
Government Contracting
Continue Reading
How to Write A Compelling Executive Summary [GUIDE]
You have just been tasked with writing the executive summary for a must-win proposal.
Topics:
Proposal Writing
Executive Summary
Continue Reading
The Ultimate Proposal Playlist
We all have jams that amp us up. You know, the songs that get us up and moving no matter how tired we are. With all of the ups and downs that Proposal Professionals face on a daily basis, we decided to create a playlist to keep you motivated and smiling!
Topics:
Proposal Writing
Continue Reading
20 Laws of Winning Proposals
This time of year, the Government’s acquisition cycle is in full swing. Sometimes it helps to step back and consider what makes a difference between winning and losing government contracts.
Topics:
Proposal Management
Continue Reading
How to Develop a Proposal Plan Part 5: Proposal Writing
This article is the fifth installment of our Proposal Plan series that discusses Proposal Writing.
How to Develop a Proposal Plan, Part 4: Proposal Logistics
This is the fourth article in our Proposal Plan series that discusses the proposal logistics.
Topics:
Proposal Management
Continue Reading
How to Develop a Proposal Plan Part 3: Win Strategy
This is the third part of our Proposal Plan series, that discusses developing the Win Strategy.
Turn Unsubstantiated Claims in Your Proposal into Credible Proof Points for a Higher Win Rate
An unsubstantiated claim in a proposal is a statement about any of your company’s capabilities, past experience and performance, product and service features/benefits, and discriminators that are not supported with a proof statement.
Topics:
Proposal Writing
Proof Points
Continue Reading
How to Develop a Proposal Plan Part 1: Understanding the RFP Requirements
In government proposals, experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort.
Topics:
Proposal Management
Continue Reading
How to Survive a Red Team Review and Learn From It
All of us have been there. If not, your day will eventually come. The Red Team Review members have done their pigeon-like thing. Now, your proposal writers are swimming in the after wash. How do you learn from it, keep moving, and improve your proposal?
Category Management 2018 Update: A Guide for Government Contractors
In September 2016, I set off to explore unanswered questions regarding Category Management in our Category Management article series. Initial questions were:
Topics:
Category Management
Continue Reading
How to Deliver The Perfect Proposal Basket to the Government
Spring never fails to remind me of the Easter Bunny and eggs!
Topics:
Proposal Management
Proposal Writing
Continue Reading
2018 Government Contracting Outlook: 10 Emerging Trends Identified
The Consolidated Appropriations Act (“The Act”), signed into law in March of 2018, provides $500 billion in new federal spending for defense and domestic programs over two years.
Topics:
Government Contracting
Continue Reading
How to Develop Strong Section Theme Statements for a Proposal
People often confuse proposal win themes and section themes. Win themes are those high-level features and benefits that transcend the entire proposal.
Buyer's Research: How to Build Your Federal Opportunity Pipeline
We have all heard about the importance of maintaining a healthy business development pipeline—an organized, visual way of tracking multiple potential buyers (federal agencies) and developing (or stalled) opportunities through different stages in the government contracting procurement process.
The Seven Cs of Proposal Writing Success
It is becoming common knowledge that proposals are scored, not read. But as a writer, you may be compelled to tell the story in your proposal narrative.
Topics:
Proposal Writing
Continue Reading
7 Ways To Set Up a Winning Proposal Process On a Smaller Budget
So much about developing proposals to win a government contract, is the scaffolding, the process.
All I Want For Christmas: A Proposal Writer's Wish List
The holidays are fast approaching and Christmas is almost here!
Topics:
Proposal Writing
Holiday Content
Continue Reading
10 Keys to Landing a Federal Contract Teaming Arrangement
In federal contracting, multi-company teaming arrangements are the rule rather than the exception.
Topics:
Small Business
Continue Reading
Contract Lingo: A Guide to IDIQ, GWAC and BPA Contracts
So your company is hunting "big game" in the government contracting world? Well you are not alone.
The Federal Government, both defense and civilian, operate their procurement and acquisition needs off of hundreds of contract vehicles a day.
How to Manage Proposal Color Reviews When You Lack Time
The progressive, sequenced structure of color-coded proposal reviews works. That is, it works on major proposals where you have lead time of 30 days or more, especially if there is a draft RFP that can help you jump start the process, and you have access to the client’s resources and Subject Matter Experts.
10 Reasons to be Proud of Working in the Government Proposal World
We often hear negative representations of Government contractors, and these stories seem to garner a lot of media attention. But what about the positive impact these companies have on our larger community? Now more than ever, for professionals in the government market it's important to know that each day you come to work you are privileged to have the opportunity to do something great, difficult, unlikely, or nearly impossible to achieve.
Topics:
Government Contracting
Continue Reading
5 "Dumb" Questions a Proposal Team Should Never Be Afraid to Ask the Government
We've all heard the phrase there is no such thing as a dumb question. The fact is, even a seemingly obvious question can elicit a helpful and sometimes surprising response by the Government.
Topics:
Proposal Writing
Understanding an RFP
Continue Reading
A Guide To Proposal Color Team Reviews & Ratings
The world of Government proposals is a world with its own language and rituals.
Topics:
Color Team Reviews
Proposal Reviews
Continue Reading
How to Write Effective Resumes for Federal Proposals
As someone who’s rewritten hundreds of resumes for federal proposals, you start to notice patterns in the way people construct their resumes that often make it difficult for evaluators to assess the quality of the candidates.
Topics:
Proposal Writing
Continue Reading
Under Construction: How GovCon Can Adapt to the Fed’s Undecided Priorities
On May 23, 2017, the White House Administration released to the public part two of its FY18 budget named “A New Foundation for American Greatness.”
This document works in tandem with the FY18 “skinny budget” called “America First: A Budget Blueprint to Make America Great Again” released in March 2017.
Topics:
Federal Budget
Continue Reading
Dead on Arrival? Dissecting Trump’s First Budget from a Proposal Professional's Perspective
On March 13, 2017, the Trump Administration released his “skinny budget”, his administrations’ first federal budget blueprint revealing the President's plan to dramatically reduce the size of the Government.
Topics:
Federal Budget
Continue Reading
The Chef Ramsays of Proposal Consulting: Seasoned Expert versus Annoying Know-It-All
A benefit of being proposal consultants is the variety of our experience on a range of government proposal types, teams, and companies. It makes us useful and valuable, but it can also work against us.
Category Management: 3 Resolutions Every Government Contractor Needs to Embrace in 2017
In this post, the final of my Category Management Series, I am going to make a few suggestions for Business Development and Strategy Professionals to add to their Bid and Proposal “New Year’s Resolution” list. These resolutions are primarily based on the key trend of contract consolidation through Category Management.
Topics:
Category Management
Continue Reading
What Does Category Management Have To Do With Me, The Business Development Professional?
Happy Fiscal New Year! With the start of the new fiscal year comes promises of a clean slate, and a fresh fiscal start (or at least funding until December 9). It is also an opportunity to reframe your everyday business development tasks and reinforce your tactics to stay competitive.
The Benefits and Pitfalls of Category Management for Government Contractors
Now that we have the WHAT down for Category Management (read Part 1 here)– it is time to move on to WHY. But first, a brief history lesson:
Topics:
Category Management
Continue Reading
What is Category Management? A Guide for Government Contractors
Lately I have come across a myriad of blog posts, articles, conferences and stories detailing a mysterious and ominous Federal Government Category Management initiative. I decided to do more research on the subject. I noticed two things immediately:
Topics:
Category Management
Continue Reading
How To Ask The Government Questions About an RFP
According to many contracting officers, there is no such thing as over communicating when it comes to bidding on a contract. The most successful government contractors will ask the contracting officer intelligent and thoughtful questions to gain the most information possible about the Request for Proposal (RFP).
This strategy will help you create a well scored proposal.
Topics:
Proposal Writing
Continue Reading
6 Grammar School Lessons That Will Win Your Next Federal Proposal
Remember 5th grade English Class? Learning to write essays meant being handed a topic you didn't like, trying to abide by a difficult deadline, feeling forced to write and revise multiple versions, and finally receiving useless comments from the teacher you are convinced hates you.
Topics:
Proposal Writing
Continue Reading
Kissing The Blarney Stone: Proposal Team Fact vs. Fiction
Since it's St. Patrick’s Day, I got to thinking about some of the Irish legends, and the first one that came to mind was the legend of the Blarney Stone.
Topics:
Proposal Management
Proposal Writing
Continue Reading
How To Execute A Brilliant Capture Management to Proposal Team Handoff
The most vulnerable point in the business development continuum is the handoff from capture manager to proposal management. This transfer to the proposal team seems to fail often. But why is that?
We see this time after time- the capture team creates a strong, defensible win strategy that by all measures should give the company an excellent chance of prevailing over the competition, but it never gets fully implemented by the proposal team management despite best intentions by all parties.
How To Win Your Next Contract Recompete
If you are an incumbent contractor, doing a respectable job, but have a nagging fear of customer “incumbent-itis” as the contract recompete date draws closer and closer, here’s a strategy and best practice that can help solidify your chances for winning:
Topics:
Contract Recompetes
Continue Reading
Why "The New Normal" In Government Contracting Is A Myth
People in our industry are wondering to what extent today’s government contracting market conditions represent a “new normal.” And, if not, they wonder how soon can we expect a return to the “good old days?”
Topics:
Government Contracting
Continue Reading
Why Government Evaluators Use Oral Proposal Presentations
The government's use of oral presentations as part of the proposal process rises and falls like waves in the ocean depending on the prevailing philosophy at the moment.
Why Your Program Manager Would Make a Bad Capture or Proposal Manager
We are often asked, sometimes too late, if the incumbent program manager should be assigned as the Capture and/or Proposal Manager for the recompete.
10 Ways A Positive Attitude Can Help You Become a Better Proposal Manager
Like it or not, as a Proposal Manager your attitude is infectious. For better or worse, you set the tone that others see and internalize.
Topics:
Leadership
Proposal Management
Continue Reading
How to Develop a Proposal Plan, Part 6: Color Team Reviews
In Government Proposals, experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort. This is the sixth in a series of articles that discusses part six of the planning process, Color Team Reviews.
The Hunger Games: A Metaphor For Government Proposals
Unless you’ve been under a rock, you’ve heard of The Hunger Games, the dystopian trilogy by Suzanne Collins that has edged out Harry Potter’s seven books as Amazon’s best-selling series of all time. The movies set records, and fans worldwide are hysterical in their enthusiasm.
Topics:
Proposal Management
Proposal Writing
Continue Reading
How to Develop a Proposal Plan Part Two: RFP Analysis
In Government Proposals, experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort.
Topics:
Proposal Management
Continue Reading
Managing A Major Proposal? Before You Leap, Have A Vision
You've been assigned to manage a major proposal. Before springing into frenetic action, withdraw to your quiet place. Ground yourself. Anticipate. Plan. Preview in your mind the production about to unfold. Have a vision for how you will lead your team to win.
Topics:
Proposal Management
Continue Reading
The Anatomy of the Proposal Data Call
Your RFP (Request for Proposal) has just been released, and whether you are a single company, teamed with another company, or have multiple teaming partners, you will be required to submit various types of information as part of your proposal.
Topics:
Proposal Writing
Continue Reading
The Key To Technical Solution Architecture
As a Capture or Proposal Manager for a government contract bid, eventually someone will call for a technical “solution architecture.”
Topics:
Developing a Technical Solution
Continue Reading
10 Keys to Effective Stand Up Proposal Meetings
We have all been there: Stand-up meetings that began with such promise, but over time languished until we came to dread them as time wasters.
The Keys to Effective Capture Management
Capture is as much an art as science.
The best Capture Managers are not made in a classroom. The best capture techniques are learned from a mentor in the heat of battle.
Capture Management is too important to be delegated to the last individual standing when all of the direct charge numbers are handed out elsewhere. Inexperienced Capture Managers need tips, tools, methods, processes and insights on how to conduct effective capture.
Topics:
Capture Management
Continue Reading
15 Tips For Writing Winning Proposal Resumes
Companies often undervalue the importance of resumes until they learn that they can count for 40% or more of total proposal evaluation points. Then they search for a resume specialist.
Topics:
Proposal Writing
Continue Reading
Successful Proposals: Understanding a Customer's Needs vs. Wants
Successful proposals respond to the needs presented in the RFP. However, successful proposals also respond to “invisible” issues that influence decision-makers: their “wants.”
Topics:
Business Development
Continue Reading
15 Ways to Enhance Your Time Working on Federal Proposals
You’ve heard it before but that doesn’t stop me from saying it again: proposals are tough business. Don't get discouraged! Before you reach your breaking point, here are 15 actions to heighten your enjoyment when working on a long, complex, and demanding project or proposal.
Topics:
Proposal Management
Continue Reading
Are You Sure You Should Bid that Big IDIQ?
In the land of federal contracting "hunters and farmers," large IDIQ contract vehicles have become the prize catch for aggressive corporate hunters.
How to Turn Your Proposal Into a Configuration Control Nightmare
Since we proposal professionals don’t have enough pressure on us during a proposal effort, I thought I’d share these handy tips to spice up your life during those all-night deadline parties!
Topics:
Proposal Writing
Continue Reading
The Five Dysfunctions of a Proposal Team
No doubt about it, proposals are hard! Tight deadlines, incomprehensible and inconsistent RFP requirements, lack of sleep, high carb diets and the need to demonstrate to the government that not only are you qualified for the award, but you are the best choice, hands down. Many of these factors are outside of our control. Unfortunately, in many cases companies hamper themselves further by selecting a proposal team that is dysfunctional.
Topics:
Proposal Management
Continue Reading
Hey Incumbents! Contract Incumbentitis Is a Disease. Here's the Cure.
In•cum•bent [in-'kəm-bənt] Noun. The current holder of a contract. Ex: The incumbent was preparing for a recompete of work it had successfully performed for years.
Ensure a Strong Finish! Edit Your Proposal
A sad, but true, fact of the proposal business is that proposals are not always edited to ensure that they are grammatically correct, internally consistent, conform to the pre-established proposal Style Guide, and read as though the entire proposal was written by the same person (commonly referred to as “one voice”).
Topics:
Proposal Management
Continue Reading
