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.

Take a Fresh Look – This is Not Your Grandfather’s OTA

Even if you are on the right track, you will get run over if you just sit there (Will Rogers)
By Ed Harrington

Other Transaction Agreements (OTAs) have morphed over time since their inception to create opportunities that did not once exist for Government contractors. Originally intended to access “nontraditional” contractors, foster increased technology innovation, and expand the Defense industrial base, OTAs continue to evolve in their utility and application to US Government (USG) contracting. Continue reading “Take a Fresh Look – This is Not Your Grandfather’s OTA” »

Oral Proposals: Presentations that POP

Part 2 – Planning Your Slides

Last November we blogged about CV’s approach to oral proposal development – how our Plan, Organize, Practice process makes your presentations POP. In this blog, we expand upon the Plan phase.

Typically, your PowerPoint Slides serve as your oral proposal’s official record. So, it’s essential they convey your skills, capabilities, and understanding, and, most importantly –establish that your company is the superior choice for the bid. Continue reading “Oral Proposals: Presentations that POP” »

Going With the Flow(chart): Aligning with the Customer’s Organization

It is important to stand out. It is necessary to demonstrate your unique qualifications. It is vital to show that your company deserves the bid because you can supply something superior — something DIFFERENT than the rest. But, not so different that your proposal alienates its evaluators.

RFPs are released in order to locate a company that can best fulfill a need, i.e., a product or service   that is outside the bounds of a given Government agency’s capabilities, so most sections of your proposal are devoted to selling your company’s distinctive offerings. Yet, there is one section that is your opportunity to strike a necessary chord of familiarity: the Management Volume. Continue reading “Going With the Flow(chart): Aligning with the Customer’s Organization” »

FOIABles Alert!

Competitors Using the Freedom of Information Act (FOIA) to Sneak Peek at YOUR Proposals

A growing trend in the federal procurement market exists where competitors are submitting Freedom of Information Act (FOIA) requests for ALL contracting documentation on bids – and specifically requesting the proposals submitted by the winners. Continue reading “FOIABles Alert!” »

Oral Proposals: Presentations that POP

You’re a good proposal writer. You’ve been trained, understand the process, know how to analyze an RFP and organize your response, and can turn your SMEs’ input into compelling proposal language. So when the VP of Marketing drops an RFP for an oral proposal on your desk, you’re not worried – ‘No big deal – I’ll just write the proposal in PowerPoint slides instead of Word.’ You soon find out it’s a bigger deal than you thought. Continue reading “Oral Proposals: Presentations that POP” »

Requests for Information are Your First Opportunity to Make an Impression: The Value of Responding to RFIs

“Opportunity is missed by most people because it is dressed in overalls, and looks like work.” Thomas Edison

Those that wait for a Government solicitation (RFP) to land at their door miss their chance at giving critical input during the early stages of the government procurement process.  Industry feedback advises the Government’s changes and adjustments to RFPs — PRIOR TO RELEASE, perhaps even customizing the solicitation to suppliers who do the job of responding. Continue reading “Requests for Information are Your First Opportunity to Make an Impression: The Value of Responding to RFIs” »

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?” »