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.
The most vulnerable point in the business development continuum is the handoff from capture manager to proposal management. This transfer to the proposal team seems to fail often. But why is that?
We see this time after time- the capture team creates a strong, defensible win strategy that by all measures should give the company an excellent chance of prevailing over the competition, but it never gets fully implemented by the proposal team management despite best intentions by all parties.
We are often asked, sometimes too late, if the incumbent program manager should be assigned as the Capture and/or Proposal Manager for the recompete.
Like it or not, as a Proposal Manager your attitude is infectious.
For better or worse, you set the tone that others see and internalize. Your attitude as Proposal Manager determines whether you lead or detract, motivate or dissipate, build up or tear down, energize or deaden your team and its efforts. Make your attitude work for you, not against you, by modeling the following:
In Government Proposals, experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort. This is the sixth in a series of articles that discusses part six of the planning process, Color Team Reviews.
In Government Proposals, experienced Proposal Managers develop a Proposal Plan to guide them through the proposal effort.
Unless you’ve been under a rock, you’ve heard of The Hunger Games, the dystopian trilogy by Suzanne Collins that has edged out Harry Potter’s seven books as Amazon’s best-selling series of all time. The movies set records, and fans worldwide were hysterical in their enthusiasm.
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 aids in the proposal development process. This is the second in a series of articles that discusses Part 2 of the planning process, RFP Analysis.
You've been assigned to manage a major proposal. Before springing into frenetic action, withdraw to your quiet place. Ground yourself. Anticipate. Plan. Preview in your mind the production about to unfold. Have a vision for how you will lead your team to win.
Subject matter experts (SMEs) are necessary to almost every proposal. They are the ones who design and build the product (or provide the service).