Posts Tagged: proposals

Frontload your cost proposal strategy and raise your Price to Win

It’s a given – price is important. However, price proposals are often prepared at the last minute, without much review, customization, or polishing. But what can we do as proposal managers? Often the best of us resort to continuously checking when the cost proposal will be done, assisting with scheduling cost volume reviews, or simplyRead… Read more »

The six aspects of capturing Government contracts

With capture, many companies focus on the obvious: what are the company’s internal capabilities and the offering – and what can the company do in response to the customer needs. However, there are multiple other factors to take into account when capturing a contract that are all too often overlooked. There is no one rightRead… Read more »

If we just had done a few things differently… OR 3 main problems with capture management

When my phone rings for proposal consulting work, about 90% of the time the story is the same: we’ve got a Request for Proposal in and we need you to help us immediately. I say – great, would be happy to help you. By the way, have you done any capture? I hear either “yes,”Read… Read more »

5 Basic Principles for Keeping Productive State of Mind

Do you ever yourself in a slump, mired in corporate politics, overwhelmed, or disenchanted? If you ever get in an unproductive state of mind, remind yourself of the five basic principles below. 1. Mind the fundamentals. Especially if we have been doing something over and over again, we grow bored with things. We hit aRead… Read more »

Task Order Proposal Management Best Practices

The NCA chapter has nearly 1,000 members, and is the largest APMP chapter worldwide. At our last Dinner Series event, three speakers, Lauren Hammond, Director of Proposal Management and Support for Management Concepts; Dan Shyti, Vice President of the L-3 STRATIS; and Wendy Frieman, Consultant, shared their task order proposal management secrets: Company size doesn’tRead… Read more »

Successful Planning for your BD Strategy. Interview with Business Development Expert

Some psychological studies assert that if someone writes down an idea and its implementation, there is close to 50% probability of it becoming a reality. If the implementation is broken down into steps that are captured in writing, the probability of being down goes up to 70%. Adding a date to each step raises thisRead… Read more »

8 Simple Steps To A Successful Bid

A successful bid can be clarified as a well thought out realistic response to the agencies needs. Being able to produce a successful bid is not an easy task, FAR clauses, specifications, and requirements can drain anybody’s energy. Here are 8 steps that can produce a successful bid: Market Research– Before you attempt to respondRead… Read more »

Developing Your 2012 Pipeline and Preparing For a Great Year of Winning Business

If you are anything like me, you’ve dealt with three challenges during the holidays – trying to keep from overindulging too much and gaining hard-to-shed pounds; fighting off a recurring cold; and trying to juggle family time with proposals that are due early to mid-January. By the way, I am officially envious if you facedRead… Read more »

Top 7 Problems With Proposal Win Themes

Most companies, despite their best intentions (and even understanding of what a win theme is supposed to look like), fail to sell in their proposals. Win theme is one of the top five elements of proposal persuasion – and if they don’t work, it will be much harder to stand out. Time pressures force theRead… Read more »

Obtaining Senior Management Buy-in

As I was teaching our IDIQs and Task Orders course on Monday, we were reviewing the best practices for a quick and efficient proposal development process. One practice was conducting a proper kickoff meeting. After attending many proposal kickoffs (some of which included a proper breakfast and a long PowerPoint), and then watching a proposalRead… Read more »