When it comes to decision gate reviews, many organizations conduct them differently.
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.
Too often, businesses jump into pursuing contract opportunities without doing the necessary work on the front end.
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.
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.
Successful proposals respond to the needs presented in the RFP. However, successful proposals also respond to “invisible” issues that influence decision makers: their “wants.”