I’ve noticed a trend with some companies to use section M of the government solicitation document as the basis for their proposal structure. While I understand the desire to make… Continue reading L versus M – Here is where to start your proposal

As BD professionals, we care about ALL information assets of our organizations. More than any other group, we appreciate the potential value, from competitive differentiation to reusable content to proof… Continue reading How to Improve Win Rates through Asset Integration and Content Management

One of the best ways to improve your writing is to use active verbs instead of nominalizations. What is a nominalization, anyway? A nominalization is a verb converted into a… Continue reading How to Improve your Writing Series – Avoid Nominalizations

We talk about it in our proposals. We know it works. Agile practitioners take it seriously and are diligent about its use. What is it? It’s the idea of using… Continue reading Applying an Agile Tool to Make Your Proposal Processes Better

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

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 How to apply five Agile scrum values to proposal management

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

Exciting, yet highly challenging things are happening in defense acquisition. Established by the 2016 National Defense Authorization Act (NDAA), the objective of the Section 809 Panel is to streamline and… Continue reading Section 809 Panel—what’s it all about?

Benchmarking proposal quality and proposal shop capabilities is essential for serious competitors in the federal market. This session explores how to improve win rates by benchmarking against industry best practices.… Continue reading Benchmarking: Improve Your Win Rate Through Continuous Quality Improvement [presentation slides]

When I learned of the topic for this quarter’s eZine, one of my favorite books came to mind—Who Moved My Cheese? by Spencer Johnson, MD. The story is a metaphor… Continue reading In search of new cheese – avoid stagnation