Ghosts! Proposal best practices tell us to ghost the competition. Ghosting in the world of proposals means to emphasize competitor weaknesses and downplay their Strengths without naming them. According to APMP,… Continue reading Help evaluators see ghosts

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?

Are you considering APMP certification? Perhaps you’re already certified at the Foundation level but are wondering if you should pursue Practitioner or even Professional accreditation. Capture and proposal professionals often… Continue reading APMP Certification: A selfish and selfless act

Proposal professionals often give little thought to resumes beyond compliance. Yet, resumes can highlight and prove discriminating Strengths.

Learn how to polish resumes, turn your personnel into the heroes of your proposal stories, and create persuasive evidence of your solution Strengths.

Last year when I wrote that federal contractors should prepare for the challenges of 2020 with training, I didn’t envision the types of challenges we have faced this year and… Continue reading On-line training for 2021’s unique challenges

Click to watch webinar replay and download presentation Learn why you should approach your proposal from multiple entry points, rather than writing and reviewing it like a novel. Understand how… Continue reading Webinar: Ten tips for telling effective proposal stories now

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

Many proposal practitioners think that a proposal is a story, with a beginning, a middle and an end. They assume that the Government evaluator will read the proposal like a… Continue reading Your proposal is not a story