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” »
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” »
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” »
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” »
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?” »
The Value of Government Debriefs
I was in a meeting with a client the other day. A heated discussion developed around a particular feature in their latest product and how we should design it for the user. No one around the table had a good answer. I remembered that a recent contract debrief from the Government addressed that very issue. Once we reviewed the debrief, we knew which path to take.
Has this ever happened to you? Please share your experiences.
Features and Benefits – Don’t Just Tell…Sell
Writing a proposal is like telling a story – a story about how your solutions to the Government’s problems are better than your competitors in a way that matters to the Government.
The key phrase in that sentence is “in a way that matters to the Government.” You may be able to tell a good story, and even ghost your competition, but unless your story “matters to the Government” it won’t matter at all.
So how do you that?
Continue reading “Features and Benefits” »