A Complete Guide to Making Smart Bid/No-Bid Decisions

By Emily Arnold, CF APMP, ITIL 4 on Jun 15, 2020

Learning how to make smart bid/no-bid decisions is one of the most crucial skills individuals and government contractors can develop to improve their overall success. 

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How to Shape an Opportunity Pre-RFP by Targeting the Right People

By Jack Mathes, CF APMP on Apr 29, 2020

Too often, businesses jump into pursuing contract opportunities without doing the necessary work on the front end.

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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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What does Category Management Have To Do With Me, The Business Development Professional?

By Amber Hart on Nov 3, 2016

Happy Fiscal New Year! With the start of the new fiscal year comes promises of a clean slate, and a fresh start fiscal start (or at least funding until December 9). It is also an opportunity to reframe your everyday business development tasks and reinforce your tactics to stay competitive.

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Successful Proposals: Understanding a Customer's Needs vs. Wants

By Dr. Richard Nathan on Apr 16, 2013

Successful proposals respond to the needs presented in the RFP. However, successful proposals also respond to “invisible” issues that influence decision makers: their “wants.”

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