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” »
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” »
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” »
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!” »
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
Continue reading “Helping Government Contractors Solve Top Business Development Challenges” »