The Value of Debriefings – When You Lose

The Contracting Officer has just sent you the bad news – you were not selected for award. You get your team together to give them this news and you still try to give them the feeling they have done a great job. But, they start to ask, ”what did we miss?” “what segment/section was not compelling enough?”, “we couldn’t have been vague, we went through the Red Team and recovery process exhaustively”, “how could the government have scored the competition higher than us?”, “was our price too high?” These are questions that require specific answers. You turn your mind to trying to give open, honest answers, but you know you need more information. Continue reading “The Value of Debriefings – When You Lose” »

Helping Government Contractors Solve Top Business Development Challenges

Helping Government Contractors Solve Top Business Development Challenges

Have you seen Deltek’s recent results from its 2015 Top Business Development Challenges for Government Contractors survey?

Of the top five challenges, two are critical to a firm’s ability to win:

  • #1 – Limited Business Development (BD) Resources
  • #5 – Not Enough Time to Assemble High Quality Responses to RFPs and RFIs

Continue reading “Helping Government Contractors Solve Top Business Development Challenges” »

Are Win Rates Really an Appropriate Measure of Success?

Are Win Rates Really an Appropriate Measure of Success?

Many government contractors track win rates. Many consulting / proposal firms laud their ability to help clients achieve impressive win rates.

But – do win rates matter? Continue reading “Are Win Rates Really an Appropriate Measure of Success?” »