I recently had the privilege of sitting down with Stacey Coolican, CEO of Coolican Consulting, to talk about the topics Bob Lohfeld and I wrote about in our book, 10 steps… Continue reading 10 Steps to creating high-scoring proposals

On August 21, the General Services Administration (GSA) issued a pre-solicitation notice to on-ramp contractors to the existing One Acquisition Solution for Integrated Services Small Business (OASIS SB) Pool 1.… Continue reading Opportunity Alert: OASIS On-Ramps Begin with Pool 1 Small Business

In December, the White House announced that the U.S. Department of Agriculture (USDA) would serve as the first of GSA’s Center of Excellence (CoE) for IT Modernization. USDA is at… Continue reading Set Your Sights on USDA Centers of Excellence Bids for Q4 and Beyond

Do you feel forgetful? Is your thinking cloudy? Are you making mistakes? Are you scrambling your words? If so, chances are you have “proposal brain” or what some call “brain… Continue reading Proposal brain

I recently worked on a proposal that required – not an executive summary – but an introduction that called out the vendor’s differentiators. Perhaps one of the hardest aspects of… Continue reading Strategic differentiation with a customer focus

Government has two definitions of a company’s size: large or small. MACs use North American Industry Classification System (NAICS) Codes to classify small business size standards. The size standard may… Continue reading Before you burst through the $27.5M size standard

A small group of awardees on a given MAC will earn the lion’s share of the total value of all MAC awards. For example, the Top 15 MAC incumbents in… Continue reading Maximize your competitive edge to win more MAC task orders

Winning a MAC presents a terrific opportunity to grow your company and should not be squandered. Government contractors won’t win a sizeable share of MAC tasks orders just waiting around… Continue reading What do you do after winning a MAC?

What are Multiple-Award Contracts (MAC) and why should they matter to you? Simply put, a MAC is a basic contract awarded to multiple contractors against which they compete for task… Continue reading How MACs can increase your bottom line

Every year mergers and acquisitions impact the positions of many proposal industry members. For example, this year, General Dynamics acquired CSRA, a $4.3B company. Like many proposal professionals, I have… Continue reading The Impact of Mergers and Acquisitions on Proposal Professionals