20 Laws of Winning Proposals

By Jim McCarthy on Sep 10, 2018

This time of year, the Government’s acquisition cycle is in full swing. Sometimes it helps to step back and consider what makes a difference between winning and losing government contracts.

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Turn Unsubstantiated Claims in Your Proposal into Credible Proof Points for a Higher Win Rate

By Ellen Perrine on Jul 16, 2018

An unsubstantiated claim in a proposal is a statement about any of your company’s capabilities, past experience and performance, product and service features/benefits, and discriminators that is not supported with a proof statement.

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How to Develop a Proposal Plan, Part 1: Understanding the Requirements

By Ellen Perrine on Jul 16, 2018

In Government Proposals, experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort.

A Proposal Plan is a comprehensive set of documents, instructions, processes, tools, and templates that aid in the proposal development process.  The Plan addresses and guides proposal activities at six major points in the proposal process:

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How to Survive a Red Team Review and Learn From It

By Jim McCarthy on Jul 12, 2018

All of us have been there. If not, your day will eventually come. The Red Team Review members have done their pigeon-like thing. Now, your proposal writers are swimming in the after wash. How do you learn from it, keep moving, and improve your proposal?  

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Category Management 2018 Update: A Guide for Government Contractors

By Amber Hart on May 16, 2018

In September 2016, I set off to explore unanswered questions regarding Category Management in our Category Management article series. Initial questions were:

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No Time for A Pink Team: How to Execute Short Turnaround Proposal Reviews

By Doug Brisson on Apr 16, 2018

As proposal professionals we are very process and procedure oriented. Process gives us control and because of this, the progressive, sequenced structure of color-coded proposal reviews is appealing. But how do you conduct effective reviews with less than a month from kickoff to delivery?

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How to Deliver The Perfect Proposal Basket to the Government

By Ellen Perrine on Mar 29, 2018

Spring never fails to remind me of the Easter Bunny and eggs! So, I got to thinking if I wanted to deliver the perfect proposal basket to the government in response to a Request for Proposal (RFP), what are the most important eggs that would go into my basket?

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2018 Government Contracting Outlook: 10 Emerging Trends Identified

By Jim McCarthy on Mar 26, 2018

The Consolidated Appropriations Act (“The Act”), signed into law in March of 2018, provides $500 billion in new federal spending for defense and domestic programs over two years. 

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How to Develop Strong Section Theme Statements For A Proposal

By Ashley Kayes on Mar 8, 2018

People often confuse proposal win themes and section themes. Win themes are those high-level features and benefits that transcend the entire proposal.

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Buyer's Research: How to Build Your Federal Opportunity Pipeline

By Amber Hart on Feb 22, 2018

We have all heard about the importance of maintaining a healthy business development pipeline—an organized, visual way of tracking multiple potential buyers (federal agencies) and developing (or stalled) opportunities through different stages in the government contracting procurement process.

But most don’t understand that a pipeline’s importance goes beyond a mere list of potential contacts or contracts.

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