Be a Student of Your Customer

by Steve Anderson

Last May I wrote about the importance of understanding your customer’s organization in a potential service relationship, i.e., how will your customer interface with your organization as you perform work? It’s not only important to get this right to be an effective contractor, it’s essential to winning the work initially. Continue reading “Be a Student of Your Customer” »

We Just Won — Now What?

By Paul McTaggart

Hearing you won a major Government contract usually brings tremendous satisfaction! — all the sacrifice and long hours needed to put together a compelling proposal have paid off.  But once the well-deserved celebration winds down, the reality often sets in that now you MUST do ALL of the things you promised in the proposal! You wrote a winning proposal that proves you can do the job. Now you get to prove it all over again by actually doing it.

During the proposal effort, every statement of work requirement had to be addressed or the proposal would be judged non-compliant. Even if there were areas where you did not have the required in-house expertise, you still addressed those areas in the proposal – such as systems engineering, reliability, logistics, Government contracting, compliance, scheduling, planning and reporting. You may have included a plan to demonstrate compliance by using subcontractors or outside consultants, or building an internal capability so that you can eventually do the work in-house.

In the Government’s eyes, performing these disciplines are as important as delivering the product.

If you find yourself needing to build an internal capability, or provide short-term crossover support, we can help.

ClientView assists our clients by bringing a wide range of capabilities to your organization, allowing you to be compliant in areas that you don’t have internal capabilities. With staff members that have previously held high-level roles in the Government and industry, we can bring our in-house resources and our network of partner organizations to your team, adding whatever additional capabilities that you require to win. We can also help you build internal capability in new areas, transitioning our expertise to your staff once the new capabilities are in place and operational.

“I Meant What I Said and I Said What I Meant. An Elephant’s Faithful One-Hundred Percent!”

Many of us who grew up with Dr. Seuss will recall this line from ‘Horton Hatches the Egg’ and know that we need to be careful when making promises. The simplest childhood lessons still apply in adulthood – including when you submit a proposal seeking a federal contract or grant. Continue reading ““I Meant What I Said and I Said What I Meant. An Elephant’s Faithful One-Hundred Percent!”” »

Seeing is Believing, but Make the Call Anyway

We all know that RFPs are tightly scripted, highly-detailed documents. Yet, not everything you need to know can be gleaned from reading the RFP. Talking to the potential customer – well before the RFP is released – is essential  before investing large resources in developing a proposal. Continue reading “Seeing is Believing, but Make the Call Anyway” »

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” »

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?” »

Bridging the Gap: The Value of Hiring Consultants to Grow Your Business

Bridging the Gap: The Value of Hiring Consultants to Grow Your Business

Striving small business owners are often skeptical about the benefits of hiring consultants, “Isn’t outsourcing something that only top earning companies can afford to do? Why pay a consultant for services that my business can do for itself?” Even the savviest of small Government contractors can get caught in the trap of neglecting customer-focused core competencies to attend to the necessary day-to-day operation of their company. Continue reading “Bridging the Gap: The Value of Hiring Consultants to Grow Your Business” »

Preparing for RFPs – Don’t Wait Until It’s Too Late

Preparing for RFPs – Don’t Wait Until It’s Too Late

“Better three hours too soon than a minute too late” – William Shakespeare

Who among us didn’t pull an all-nighter to write a college term paper? While most of us have improved  our time management skills considerably since those days, juggling pressing business demands with the extensive work required to prepare for an upcoming RFP creates a familiar conflict shared by our clients. So often we hear business leaders state that there is plenty of time to prepare for an upcoming procurement – even when the RFP is due out in a matter of weeks. Continue reading “Preparing for RFPs – Don’t Wait Until It’s Too Late” »

A Proposal Manager’s Scarcest Resource

A Proposal Manager’s Scarcest Resource

Managing multiple and conflicting job requirements are the daily normal for a business striving to stand out above its competition and consistently win. The hunger to succeed becomes the driving force to do more and more and more. We are now in the Government’s fiscal year fourth quarter – the most intense for publishing requirements and thus the busiest for contractor’s preparing proposals. Continue reading “A Proposal Manager’s Scarcest Resource” »