I recently attended a conference where an important government technology leader said to industry, “Please don’t come to my office and ask me what is keeping me awake at night!… Continue reading How to Win with Risk Now

I teach a proposal management class and use mind map examples for some of the lesson topics. I’m often surprised to learn that many of my students are not familiar… Continue reading Using mind maps for proposal management activities

Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when… Continue reading Q&A Part 1: 7 secrets from inside government source evaluations

This week, Lisa Pafe provides insights into how incumbents should work with their project managers when preparing for recompete procurements. Incumbents often proceed with the re-compete capture and proposal process… Continue reading Working with project managers on recompetes: Risk aversion versus price (Part 1)

Bundled contracts, unbundled contracts, emphasis on well-trained procurement support staff, training axed in cost-cutting measures, short turnarounds, extended and extended extensions, virtual proposals, everyone in the war room… The more… Continue reading 21 Experts’ predictions for capture/proposal industry changes – Part 3

The old adage says, “Nothing’s constant except change.” (We can add death and taxes, but even the taxes part seems in constant flux these days!) Stay in the government capture… Continue reading 21 Experts’ predictions for capture/proposal industry changes – Part 2

We’ve all heard the war stories around the office coffee pot and at industry events and cringed, thinking, “Wow! I’ll make sure that NEVER happens to one of my proposal… Continue reading Industry experts’ proposal war stories and lessons learned – Part 1 of 4