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” »
“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 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?
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
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
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.