In September 2016, I set off to explore unanswered questions regarding Category Management in our Category Management article series. Initial questions were:
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?
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?
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.
People often confuse proposal win themes and section themes. Win themes are those high-level features and benefits that transcend the entire proposal.
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.
You are at the post-award contract debrief. Win or lose, you search for the good, bad, and ugly about your proposal.
It is becoming common knowledge that proposals are scored, not read. But as a writer, you may be compelled to tell the story in your proposal narrative. You may even get internal reviewers who lament over the fact that your proposal just isn’t telling the story well.
So much about developing proposals to win a government contract, is the scaffolding, the process.
That's where large primes have a decided advantage. They often have "proposal factories" of their own with well defined proposal processes and trained dedicated resources such as capture and proposal managers, technical writers, and graphics artists who can churn out proposals like Willy Wonka churns out Wonka bars.
The holidays are fast approaching and Christmas is almost here!
As a proposal writer who has just completed a long and hard proposal, I got to thinking about what proposal professionals like me might like to receive this holiday season, just in case someone out there with a beard and a red suit wants to know.