Click here to listen to Mark’s interview On May 7, 2018 Amtower Off Center host Mark Amtower talked with Stan Soloway (President and CEO of Celero Strategies) and Bob Lohfeld (CEO, Lohfeld… Continue reading The procurement environment in 2018 | Amtower Off Center

I confess. I have bid work without any previous capture effort and no first-hand knowledge of the customer’s requirements. I understand that I just violated every proposal industry best practice… Continue reading Bids with No Capture

Indefinite Delivery/Indefinite Quantity (IDIQ) or Government-Wide Acquisition Contract (GWAC) contract holders can expect a roaring third and fourth quarter 2018, since many bids expected in the Q1 and Q2 were… Continue reading Get Ready for the Q3 and Q4 SUPER Task Orders

We’ve all heard the saying about the glass being half empty or half full. Your answer to this question can have profound effects on your proposal group and your bottom… Continue reading Think Positive for Positive Results

A compelling solution speaks directly to what the customer values. It details your discriminating value proposition: how your solution exceeds customer expectations for quality, timeliness, cost-effectiveness, compliance, mission success and/or… Continue reading Seven Keys to Successful Solutioning

The Agile Manifesto talks about people, communications, the product, and flexibility. With respect to people, Agile practitioners value individuals and interactions over processes and tools. It takes a team to… Continue reading Agile Proposal Management – Proposal Team Roles

I was recently asked if I have used agile for proposal management on a bid to the Federal Government. This individual was working on a proposal where the targeted contract… Continue reading Agile proposal management—team values

In the past year, two major Government Wide Acquisition Contracts (GWACs), Alliant Small Business and CIO-SP3 Small Business, had major on-ramps. On February 14, 2018, the General Services Administration (GSA)… Continue reading Congratulations, you won an IDIQ! Now what?

The Federal Government is encouraging agencies to use Best in Class (BIC) government wide acquisition contracts (GWACs) to better leverage their buying power. In a January 5, 2017 report, Improving… Continue reading Best in Class (BIC) contract vehicles and why you need them

How difficult is it to collect proof points, metrics, resumes, or past performance related to an opportunity you’re trying to pursue? One way to improve access to your organization’s information… Continue reading Creating a unified corporate focus on winning new business through knowledge management