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.
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:
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?
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?
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.
When we’re children we’re often asked, “What do you want to be when you grow up?” I don’t have kids of my own, but I can only assume most of them don’t respond with “I want to write and manage federal government proposals.”
Yet I found myself doing just that once I graduated college—feeling comfortable with the logistical minutia of proposals such as writing and organization, but not fully realizing the “what” and “why” behind the job.
The progressive, sequenced structure of color-coded proposal reviews works. That is, it works on major proposals where you have lead time of 30 days or more, especially if there is a draft RFP that can help you jump start the process, and you have access to the client’s resources and Subject Matter Experts.
Since it's St. Patrick’s Day, I got to thinking about some of the Irish legends, and the first one that came to mind was the legend of the Blarney Stone.
Over the years our Proposal Experts have helped many small businesses significantly increase their government contract revenue through sound Proposal Management. In our "lessons learned", we often see many small businesses that are bidding as primes make the same proposal mistakes.