Proposal professionals are accustomed to responding to the Federal Government’s requirements as detailed in the performance work statement (PWS) included in the RFP. Here’s what to know when the government… Continue reading Here’s what you need to know when the customer asks you to write the PWS

Features tell, and benefits sell. However, the solution features and benefits alone are insufficient. There is a third element in the winning equation: metrics. To win in the federal market,… Continue reading No metrics? No proposal win!

The National Institutes of Health Information Technology Acquisition and Assessment Center (NITAAC)’s highly anticipated Chief Information Officer – Solutions and Partners 4 (CIO-SP4) RFP, released June 25, has already seen… Continue reading Does the latest CIO-SP4 amendments create inequities?

We all use it! Microsoft Word. The number 1 software tool used for proposal preparation. In time, we all discover those lesser-known features that really improve productivity. The Style Separator… Continue reading A Microsoft Word feature you will love!

Our industry tends to separate the work of Technical Volume Leads and Business Volume Leads. Clearly, businesses need to protect their rate structures, pricing, and salary information. However, there are… Continue reading 7 ways a technical volume lead can improve the business volume

Do you want to improve the quality and consistency of a proposal? If so, consider adopting a “Wall of Truth” document. A Wall of Truth spells out a standard set… Continue reading Use a wall of truth to standardize your writing and save time

Resumes are the least appreciated proposal section. Proposal Managers often delegate resume writing to inexperienced writers. Writers create resumes without understanding how to interview the proposed key or non-key personnel… Continue reading Resumes for the Win

The trend in Federal procurement is to award more and more work through task orders on multiple award contract (MAC) vehicles. MAC contracts go by many names: Indefinite Delivery/Indefinite Quantity… Continue reading How to create a winning task order proposal factory

Project managers and SMEs are the backbone of many organizations. They have a combination of technical knowledge and communication skills that effectively feeds needed information to customers, bosses, and subordinates.… Continue reading A Way to Help Project Managers and SMEs Write Better Proposals

“Oh, by the way, this is a must win deal for us,” my boss said as we concluded our conversation. The RFP had dropped, and I was to lead the… Continue reading The steps you can take to win “must win” deals now