Posts Tagged: proposal

4 Pointers for Getting Your Conference Proposals Accepted

A mentor of mine once told me about an important distinction when deciding how to spend one’s finite work time. A focus on the day-to-day fixing of issues, meeting with clients, and delivering the deliverables was spending time “in the business.” Getting your head up out of the weeds to see where you were headed,Read… Read more »

My new book excerpt: How to shape the contractual, procurement, and evaluation matters

The book shows not only how break into the federal market (with its $1 trillion in contracts, grants, and loans) but how to use a replicable system to achieve the triple-digit growth rates that fastest-growing companies in the government market boast. It shows how to get a slice of a trillion-dollar pie, instead of theRead… Read more »

Rules of Interfacing with Government Personnel that You Don’t Want to Break at Any Cost

Marketing to the government is very different than marketing to commercial customers. With most commercial customers, you can wine, dine, and entertain them. Not so with the government. If you do, there are two outcomes: government personnel will either start avoiding you outright because they will know that you don’t know how to work withRead… Read more »

Tips and Tools for Improving Proposal Readability

Graphics focus boxes, paragraph order, structure, text layout, and flawless spelling and grammar are all the necessary attributes of a great proposal. After spending years in proposal management, however, I have noticed that one important attribute, readability, is often overlooked. Since editors frequently refrain from making in-depth content edits, it is the technical writers’ taskRead… Read more »

Techniques and News: How to dominate IDIQ’s competition and Minority contracts threats

Before the article… (A couple of announcements you might find useful) Workshop in 1.5 weeks: Foundations of Federal Business Development. September 11, 2012, 9.00am-5:00pm, Rockville, MD. Gain understanding of the Federal Business Development (BD) lifecycle, and learn how to navigate the U.S. Government marketplace, perform strategic BD planning, market analysis, federal marketing, pipeline development, opportunityRead… Read more »

Foundations of Capture Management workshop on September 25-26

Foundations of Capture Management workshop on September 25-26 Foundations of Capture Management workshop will arm you with real knowledge and tools you can apply immediately to capturing contracts. You will master techniques for customer engagement, intelligence gathering, win strategy development, competitive analysis, teaming, solution development, and more. This is an interactive 2-day workshop that isRead… Read more »

How To Manage Proposal Consultant Costs

Consultants often get the blame for high proposal costs because their fees are an obvious big-ticket item. Many business developers tell me, however, that when they tally up the proposal costs at the end of the proposal effort, it is not the consultants that blow the budget. Surprisingly, it’s the in-house employee costs that takeRead… Read more »