Bidding Jobs: Just Because You CAN Does Not Mean That You SHOULD

Bidding Jobs: Just Because You CAN Does Not Mean That You SHOULD

Swing for the Fences. Just Do It. Go Big or Go Home. These messages to strive for success at all costs work well on bumper stickers but not one of them is worthy of basing your business practices on.

Most times, recognizing a promising opportunity for getting new business involves nothing more sophisticated than having a gut instinct about being right for the job. But, make no mistake, even obviously promising bids need to be carefully scrutinized before proceeding. Continue reading “Bidding Jobs: Just Because You CAN Does Not Mean That You SHOULD” »

Your Proposal Has Been Submitted – Now What?

Your Proposal Has Been Submitted – Now What?

For the last month or more you put 110% of yourself and your team into preparing your proposal, pushing off other work and life activities in order to meet the submission deadline. Now that it has been submitted, what should you do next? Continue reading “Your Proposal Has Been Submitted – Now What?” »

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” »

Win It, Then Do It

Win it, Then do it

I was in a proposal meeting the other day listening to team members discussing their first draft. When the discussion turned to how we were going to win the work – the focus turned to writing about our great technology. It soon became evident that most of the writers had not studied the evaluation criteria which government reviewers would use to decide who would win the contract. Continue reading “Win It, Then Do It” »