How to avoid a contract protest
If protests are to become the norm for competing in major programs, then it’s to everyone’s advantage to find ways to reduce the number of protests and awards that are overturned.
7 Reasons to meet the client before RFP release
The better you understand a new business opportunity, the more likely you are to make an informed decision about whether you should bid. Similarly, the better the government understands your… Continue reading 7 Reasons to meet the client before RFP release
Back to basics – spring cleaning
As I sit here working on this blog post, I have my office window open to enjoy the 70-degree What a treat! Where did winter go? I need to get… Continue reading Back to basics – spring cleaning
Top 10 Reasons to Vote Your Color Team Reviewers Off the Island
We all know that proposal color teams reviews are valuable. When done correctly, color team reviews are the most cost-effective way to improve a proposal. These color teams provide an… Continue reading Top 10 Reasons to Vote Your Color Team Reviewers Off the Island
Top 5 reasons to gather info about business opportunities – and what to gather
There are multiple reasons to gather information about an opportunity. 1. We need to confirm the four opportunity elements listed in our previous blog post, 4 Major Elements of Qualified… Continue reading Top 5 reasons to gather info about business opportunities – and what to gather
Improving Win Rates – Strategies and Tactics to Raise Your Success
Imagine how much additional revenue your firm could generate if you could increase your win rate by 20% — and imagine how much you could grow your business with the additional profit.
4 Major Elements of Qualified Business Opportunities
It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so. –Mark Twain Determining if there is actually a business… Continue reading 4 Major Elements of Qualified Business Opportunities
Top 10 Favorite Business/Proposal Development-related Books
In our first Insights blog posting, I shared my favorite business/proposal development/design books with you. I hope you’ve had a chance to look at them and hopefully find a few… Continue reading Top 10 Favorite Business/Proposal Development-related Books
Pounded by Pricing
You can’t be responsible for the proposal document if you are not engaged in all facets of it—there are too many interdependencies
Stepping on toes
Despite a kick off meeting at which we discussed roles and responsibilities, everyone on this proposal seems to be stepping on everyone’s toes. The coordinator keeps trying to do my job; the capture manager is trying to be the solution architect; the contracts representative is getting way too involved in pricing. We have redundancy and re-work in some areas and complete neglect in others. How can I get things back on track?