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” »

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?” »