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?” »
A Proposal Manager’s Scarcest Resource
Managing multiple and conflicting job requirements are the daily normal for a business striving to stand out above its competition and consistently win. The hunger to succeed becomes the driving force to do more and more and more. We are now in the Government’s fiscal year fourth quarter – the most intense for publishing requirements and thus the busiest for contractor’s preparing proposals. Continue reading “A Proposal Manager’s Scarcest Resource” »
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.