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.
An Introduction to Task Order Contracts
By Sunny Singh on Feb 18, 2021
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’re hearing about.
Using Graphics to Stand out from the Competition on a GWAC
By Jeanette Calderon on Feb 4, 2021
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.
A Beginner's Guide to Oral Proposals
By Jake Lamarche, CF APMP on Jan 28, 2021
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
By Doug Brisson on Jan 21, 2021
“What do you mean they haven’t developed a solution?!”
In the proposal world, it isn’t a case of whether or not you have heard, or will yourself utter this phase in exasperation, but when and, unfortunately, how often.
A Comprehensive Guide to High-Quality Proposal Writing
By Ashley Kayes, CP APMP on Jan 14, 2021
Writing is such a critical component of the proposal process.
No Time for A Pink Team? How to Execute Short Turnaround Proposal Reviews
By Doug Brisson on Dec 10, 2020
As proposal professionals we are very process and procedure oriented.
How to Apply a Solid Bid Pursuit Strategy to Improve Your Win Rate
By Ashley Kayes, CP APMP on Nov 19, 2020
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
By Jim McCarthy on Oct 6, 2020
You are at the post-award contract debrief. Win or lose, you search for the good, bad, and ugly about your proposal.
How to Set Up Graphics and Production for Proposals
By Jake Lamarche, CF APMP on Oct 1, 2020
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.
How Starting Earlier Will Improve Your Win Rate
By Ashley Kayes, CP APMP on Sep 3, 2020
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.
How To Hire a Great Proposal Consultant
By Raymond Thibodeaux on Aug 11, 2020
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
By Ellen Perrine on Jul 14, 2020
Over the years our proposal team has helped many small businesses significantly increase their revenue through sound Proposal Management.
A Complete Guide to Making Smart Bid/No-Bid Decisions
By Emily Arnold, CF APMP, ITIL 4 on Jun 15, 2020
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
By Jack Mathes, CF APMP on Apr 29, 2020
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 Good Data Call
By Jake Lamarche, CF APMP on Mar 25, 2020
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
By Ashley Kayes, CP APMP on Mar 18, 2020
As proposal professionals, we continually look to find ways to lead our teams and ensure we are getting the best results possible.
Capture Manager: The Sales Role Every Federal Contractor Needs
By John Crowley on Mar 11, 2020
One of the most crucial phases in the federal business development lifecycle is Capture.
Three Reasons You Should Be Holding Formal Author Cross-Reading Sessions
By Ashley Kayes, CP APMP on Mar 5, 2020
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
By Jake Lamarche, CF APMP on Feb 19, 2020
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
By Carol Turpin on Jan 13, 2020
Your government contract ends soon, and your customer will issue a new RFP. Who's worried? Over time the scope has increased, and the contract is now a significant element of the customer's business model.
How to Set Up Proposal Compliance Using the KSI Advantage Approach
By Jake Lamarche, CF APMP on Dec 12, 2019
Successful proposals must be two things: compliant and responsive.
Three Ways to Finish the Proposal Year Right
By Ashley Kayes, CP APMP on Dec 11, 2019
As we approach the end of the year, the government proposal season tends to slow down for us here in the U.S.
The Story Behind Storyboarding And Why It's Critical To Your Proposal Process
By Ashley Kayes, CP APMP on Oct 1, 2019
Storyboards have long been a part of our standard proposal best practices. We all know that the proposal giants include storyboarding as an integral part of the proposal development process, but where did this concept of storyboards originate?
Follow The Yellow Brick Road: 7 Tips to Keep Your Proposal Compliant
By Ellen Perrine on Sep 4, 2019
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.
The Complete Newbie’s Guide to a Career in Proposal Writing
By Jake Lamarche, CF APMP on Aug 13, 2019
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.
How to Tackle Tight Page Limitations in Proposals
By Ashley Kayes, CP APMP on Mar 20, 2019
Tight page limitations are becoming a more frequent challenge as contracting officers continue to look for ways to streamline their acquisition processes.
Four Reasons Why Companies Lose Contracts They Might Have Won
By Jim McCarthy on Feb 25, 2019
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.
9 Powerful Microsoft Tips and Tricks for Proposals
By Emily Arnold, CF APMP, ITIL 4 on Feb 6, 2019
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.
As proposal professionals, we know that compliance is king, but did you know that MS Office has tools to help you work smarter AND achieve compliance?
How to Win Over Proposal Evaluators: Four Strategies to Score Higher
By Ashley Kayes, CP APMP on Dec 20, 2018
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.
How To Respond to A Large Statement of Work
By Ellen Perrine on Dec 12, 2018
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?
2019 Government Contracting Outlook: Top 10 Trends
By Jim McCarthy on Nov 28, 2018
Each year at this time we stop and take a breath. Clear our heads. Gain some perspective. And reconnoiter the GovCon horizon.
How to Write A Compelling Executive Summary [GUIDE]
By Harry Pritchett, CF APMP on Nov 8, 2018
You have just been tasked with writing the executive summary for a must-win proposal. The stakes are high, the pressure is real, and the scrutiny will be intense. Here are 8 tips for writing a clear, concise, and persuasive document.
The Ultimate Proposal Playlist
By Sara Freeman Marchetto on Sep 27, 2018
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!
20 Laws of Winning Proposals
By Jim McCarthy on Sep 10, 2018
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.
How to Develop a Proposal Plan, Part 4: Proposal Logistics
By Ellen Perrine on Aug 24, 2018
In Government Proposals, Proposal Managers develop a Proposal Plan to guide them through the proposal effort. A Proposal Plan is a comprehensive set of documents, instructions, processes, tools, and templates that aids in the proposal development process.
How to Develop a Proposal Plan Part 3: Win Strategy
By Ellen Perrine on Aug 17, 2018
Experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort. A Proposal Plan is a comprehensive set of documents, instructions, processes, tools, and templates that aides in the development of a winning proposal.
This is the third part in 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
By Ellen Perrine on Jul 16, 2018
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 is not supported with a proof statement.
How to Develop a Proposal Plan Part 1: Understanding the RFP Requirements
By Ellen Perrine on Jul 16, 2018
In government proposals, experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort.
How to Survive a Red Team Review and Learn From It
By Jim McCarthy on Jul 12, 2018
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
By Amber Hart on May 16, 2018
In September 2016, I set off to explore unanswered questions regarding Category Management in our Category Management article series. Initial questions were:
How to Deliver The Perfect Proposal Basket to the Government
By Ellen Perrine on Mar 29, 2018
Spring never fails to remind me of the Easter Bunny and eggs! So, I got to thinking if I wanted to deliver the perfect proposal basket to the government in response to a Request for Proposal (RFP), what are the most important eggs that would go into my basket?
2018 Government Contracting Outlook: 10 Emerging Trends Identified
By Jim McCarthy on Mar 26, 2018
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.
How to Develop Strong Section Theme Statements For A Proposal
By Ashley Kayes, CP APMP on Mar 8, 2018
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
By Amber Hart on Feb 22, 2018
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.
But most don’t understand that a pipeline’s importance goes beyond a mere list of potential contacts or contracts.
The Seven Cs of Proposal Writing Success
By Ashley Kayes, CP APMP on Jan 30, 2018
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. You may even get internal reviewers who lament over the fact that your proposal just isn’t telling the story well.
7 Ways To Set Up a Winning Proposal Process On a Smaller Budget
By Raymond Thibodeaux on Jan 9, 2018
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
By Ellen Perrine on Dec 21, 2017
The holidays are fast approaching and Christmas is almost here!
As a proposal writer who has just completed a long and hard proposal, I got to thinking about what proposal professionals like me might like to receive this holiday season, just in case someone out there with a beard and a red suit wants to know.
10 Keys to Landing a Federal Contract Teaming Arrangement
By Jim McCarthy on Dec 11, 2017
In today's world of federal contracting, multi-company teaming arrangements are the rule rather than the exception.
Contract Lingo: A Guide to IDIQ, GWAC and BPA Contracts
By Amber Hart on Nov 6, 2017
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
By Doug Brisson on Oct 4, 2017
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
By Jim McCarthy on Sep 29, 2017
We often hear negative representations of Government contractors, and these stories seem to garner alot 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.
5 "Dumb" Questions Proposal Writers Should Never Be Afraid to Ask the Government
By Raymond Thibodeaux on Sep 18, 2017
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.
A Guide To Proposal Color Team Reviews & Ratings
By Doug Brisson on Sep 15, 2017
The world of Government proposals is a world with its own language and rituals.
How to Write Effective Resumes for Federal Proposals
By Raymond Thibodeaux on Jul 6, 2017
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.
Resumes are the first chance the Government gets to meet (virtually speaking) your team, especially your key personnel.
Under Construction: How GovCon Can Adapt to the Fed’s Undecided Priorities
By Amber Hart on Jun 19, 2017
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.
Dead on Arrival? Dissecting Trump’s First Budget from a Proposal Professional's Perspective
By Amber Hart on Mar 21, 2017
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.
The Chef Ramsays of Proposal Consulting: Seasoned Expert versus Annoying Know-It-All
By Raymond Thibodeaux on Feb 27, 2017
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
By Amber Hart on Jan 26, 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.
What does Category Management Have To Do With Me, The Business Development Professional?
By Amber Hart on Nov 3, 2016
Happy Fiscal New Year! With the start of the new fiscal year comes promises of a clean slate, and a fresh start 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
By Amber Hart on Sep 7, 2016
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:
What is Category Management? A Guide for Government Contractors
By Amber Hart on Aug 16, 2016
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:
How To Ask The Government Questions About an RFP
By Ellen Perrine on Oct 18, 2015
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.
6 Grammar School Lessons That Will Win Your Next Federal Proposal
By Carol Turpin on Apr 25, 2015
Remember 5th grade English Class? Learning to write essays meant being handed a topic you didn't like, being given an impossible deadline, being forced to write, edit and revise multiple times, and getting irrational comments from the teacher who clearly hated you.
Kissing The Blarney Stone: Proposal Team Fact vs. Fiction
By Ellen Perrine on Mar 17, 2015
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.
How To Execute A Brilliant Capture Management to Proposal Team Handoff
By Dr. Richard Nathan on Jan 22, 2015
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
By Key Solutions on Jan 13, 2015
If you are an incumbent contractor, doing a respectable job, but have a nagging fear of customer “incumbent-itis” as the contract re-compete date draws closer and closer, here’s a strategy and best practice that can help solidify your chances for winning:
Why "The New Normal" In Government Contracting Is A Myth
By Dr. Richard Nathan on Dec 9, 2014
People in our industry are wondering to what extent today’s government contracting market conditions represent a “new normal.” And, if not how soon can we expect a return to the “good old days?”
Why Government Evaluators Use Oral Proposal Presentations
By Dr. Richard Nathan on Oct 16, 2014
The government's use of oral presentations as part of the proposal process rises and falls like the waves in the ocean depending on the prevailing philosophy at the moment.
Why Your Program Manager Would Make a Bad Capture or Proposal Manager
By Dr. Richard Nathan on Sep 15, 2014
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
By Jim McCarthy on Aug 17, 2014
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.
How to Develop a Proposal Plan, Part 6: Color Team Reviews
By Ellen Perrine on Feb 1, 2014
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.
How to Develop a Proposal Plan Part 5: Proposal Writing
By Ellen Perrine on Jan 29, 2014
In Government Proposals, experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort.
The Hunger Games: A Metaphor For Government Proposals
By Carol Turpin on Jan 8, 2014
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 were hysterical in their enthusiasm.
How to Develop a Proposal Plan Part Two: RFP Analysis
By Ellen Perrine on Nov 5, 2013
In Government Proposals, experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort.
Managing A Major Proposal? Before You Leap, Have A Vision
By Jim McCarthy on Oct 23, 2013
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.
The Anatomy of the Proposal Data Call
By Ellen Perrine on Sep 11, 2013
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.
The Key To Technical Solution Architecture
By Jim McCarthy on Jul 17, 2013
As a Capture or Proposal Manager for a government contract bid, eventually someone will call for a technical “solution architecture.”
How to Get the Most Value From SMEs to Write a Winning Proposal
By Carol Turpin on Jun 11, 2013
Subject matter experts (SMEs) are necessary to almost every proposal. They are the ones who design and build the product (or provide the service).
10 Keys to Effective Stand Up Proposal Meetings
By Jim McCarthy on Jun 5, 2013
We have all been there: Stand-up meetings that began with such promise, but over time they languished until we came to dread them as time wasters.
The Keys to Effective Capture Management
By Dr. Richard Nathan on May 29, 2013
Capture is as much 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.
15 Tips For Writing Winning Proposal Resumes
By Carol Turpin on Apr 24, 2013
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.
Successful Proposals: Understanding a Customer's Needs vs. Wants
By Dr. Richard Nathan on Apr 16, 2013
Successful proposals respond to the needs presented in the RFP. However, successful proposals also respond to “invisible” issues that influence decision makers: their “wants.”
15 Ways to Enhance Your Time Working on Federal Proposals
By Jim McCarthy on Jan 14, 2013
You’ve heard it before. This doesn’t stop me from saying it again: proposals are a tough business. Don't get discouraged! Before reaching a breaking point, here are 15 actions you can take to heighten your enjoyment when working on a long, complex, and demanding project or proposal.
Are You Sure You Should Bid that Big IDIQ?
By Key Solutions on Oct 16, 2012
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
By Carol Turpin on Sep 11, 2012
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!
The Five Dysfunctions of a Proposal Team
By Dr. Richard Nathan on Jul 30, 2012
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 is you qualified for the award, you are the best choice, hands down. These are all factors outside of our control. Unfortunately, companies also hamper themselves by staging a proposal team that is dysfunctional, and they do it to themselves.
Hey Incumbents! Contract Incumbentitis Is a Disease. Here's the Cure.
By Carol Turpin on Jul 24, 2012
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
By Ellen Perrine on Jul 12, 2012
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”).