BZ Blog
Learn from our industry experts in all areas of opportunity and bid management
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January 2, 2024 · BlogGovernment contractingopportunity managementProposal Developmentproposal managementproposal reviewsproposal writingreviewsThree Keys to Good Proposal Review Comments
The proposal review is a critical part of the opportunity lifecycle. Reviews provide feedback and guidance throughout the development process to ensure we clearly articulate our understanding of the client, present a solution to benefit that client, and properly cover all compliance criteria. All too often, though, reviewers do not provide the types of comments […]
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November 6, 2023 · ConsultingeBookResourcesOur New eBook is Live!
Are you exploring the idea of becoming a bid and proposal consultant? If so, then our new eBook, “So You Want to be a Proposal Consultant?” is for you! In it, our President and CEO, Kevin Switaj, provides guidance on what to be aware of if you are to make the leap into consulting. To […]
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October 4, 2023 · Government contractingOralsorals coachingProposal Developmentproposal managementThree Ways to Differentiate Yourself in Orals Q&A
Over the past 3 years, I have seen a dramatic uptick in the number of Government procurements that include an oral presentation component. Usually, these opportunities include a chance for the Government to ask clarifying questions to ensure they fully understand your response. While these questions tend to be focused on ensuring comprehension of what […]
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May 8, 2023 · APMPbooksGovernment contractingLeadershipProposal Developmentproposal managementreadingstorytellingA Proposal Professional’s Reading List – Part 2 (Leadership)
Recently, I wrote a blog post about proposal-centered books that belong on the reading list of all proposal professionals. Today, in part two of the series, I look at titles focused on a key skill for proposal management – leadership. We all know how critical strong leadership skills are to a winning proposal. Navigating the […]
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February 1, 2023 · Content EditorsCopyeditorsEditingGovernment contractingLessons from the Real WorldProposal DevelopmentProposal Editingproposal managementproposal writingLessons Learned as a Proposal Content Editor from Decades of Experience Serving on Proposal Teams – Part II
In my previous post, I walked through three key lessons learned from my time as an editor for proposals. Based on this experience, I have developed a general checklist that defines the key needs and areas that need to be defined before handing off your proposal to your editor. Does your proposal follow the instructions […]
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January 26, 2023 · BlogconsultantsConsultingGovernment contractingProposal Developmentproposal managementvisionKey Questions to Ask as a Consultant – Part 1: Your Vision
Congratulations! You’ve taken the first step on the road to becoming a consultant. By choosing to read this blog series, you have decided to explore the opportunities available to you in consulting. Throughout this series, I will be addressing the key questions you need to ask yourself prior to making the leap. I’ll start at […]
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January 25, 2023 · Content EditorsCopyeditorsEditingGovernment contractingLessons from the Real WorldProposal DevelopmentProposal Editingproposal managementproposal writingLessons Learned as a Proposal Content Editor from Decades of Experience Serving on Proposal Teams – Part I
I have been involved in proposals for nearly three decades. This depth of experience provides me with three key lessons on how to best support efforts from my role as an editor. Lesson 1: It pays off in spades to assemble a well-rounded proposal team and not skip important steps. Is your proposal team suited […]
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January 19, 2023 · CareersConsultingGovernment contractingIndependent ConsultingLessons from the Real Worldproposal managementKey Questions to Ask About Consulting – Part 1 (Introduction)
January 20, 2023 marks the fifth anniversary of BZ Opportunity Management. I started BZ as a way for me to move from full-time employment to independent consulting. Today, the company is a full-service proposal consulting and training firm with a roster of over 40 talented proposal and contracts professionals. Over the last 5 years, I […]
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January 17, 2023 · APMPbooksGovernment contractingProposal Developmentproposal managementproposal writingreadingstorytelling
A Proposal Professional’s Reading List – Part 1 (Proposal Related)
Like most of us, I spent the holiday season figuring out my personal goals for 2023. And, like most of you, one of mine is to read more books. While blog posts and articles are good, there’s nothing quite like the satisfaction of picking up a book and feeling that sense of accomplishment when you […]
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January 11, 2023 · ContractsFederal ContractingGovernment contractingProposal DevelopmentHow Many Types of Contracts Are There, Anyway?
When I first set out in federal contracting over 15 years ago, I remember feeling underwater, swimming in a vast ocean of foreign terminology. Abbreviations like “IDIQ” and phrases like “Firm Fixed Price” were constantly volleyed around my office. I was just supposed to know what they meant! As I quickly learned, the type […]
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January 4, 2023 · Alliant 3Government contractingIDIQMACOASIS+opportunity managementProposal Developmentproposal managementT4NG2New year, New MACs: How to Position to Win on Vehicles in 2023
Happy New Year! If you’re like me, you used the last couple of weeks to reflect on the year that was and to look forward to the opportunities ahead. In the GovCon world, there is a lot to look forward to in 2023. There are several critical multiple award contracts (MACs) in the pipeline. Alliant […]
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December 14, 2022 · client experienceCustomer IntimacyGovernment contractingOralsprogram managerProposal DevelopmentThree Key Things to Highlight About Your Program Manager in Orals
As I discussed in a recent blog post, oral presentations to the Government are often about more than just technical capabilities and experience. The Government wants to know how well your team can work together and provide the critical support and services they require. A critical subset to that is the impression made by your […]
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November 27, 2022 · Government contractingorals coachingProposal DevelopmentThe Three Things Oral Presentation Evaluators Are Looking For But Aren’t Evaluating
Oral presentations have gained in popularity with the Government over the past 5 years. Why has there been an increase in demand for these types of proposals? What does the Government achieve through having your personnel present, either in person or virtually, to the evaluators instead of submitting a written document? Through my experience, there […]
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November 14, 2022 · annotated mockupoutlineProposal Developmentproposal managementproposal writingHow Annotated Mockups Help Our Teams Develop Winning Content
Writing a proposal section can be a daunting task, especially for people who do not regularly do so. When we pull people who normally work on a contract or other areas of the organization, we are asking them to sacrifice their time and effort to do something they likely have not been trained to do […]
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November 8, 2022 · corporate experiencepast performanceProposal Developmentproposal managementproposal writingThree Key Tips to Make Your Corporate Experience Stand Out
A good corporate experience section does more than check a box. It provides the client with definitive proof you can deliver what you promise. As I focus on in my book, Keys to the Castle, the proposal is about the client and the need for our bids to make a clear connection with them. People […]
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October 31, 2022 · Government contractingProposal DevelopmentRecruitingResumesThree Things to Keep in Mind When Recruiting Proposal Professionals
Staffing a proposal organization is always tough. A successful person requires, as Liam Neeson said, “a very particular set of skills.” But beyond that, the very nature of the bid process requires a cultural and personality fit more than most positions. In today’s tight job market, it is more important than ever to find the […]
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October 20, 2022 · Government contractingproposal checklistProposal Developmentproposal managementTracking Your Proposal Steps Through a Clear Checklist
Proposals are a detailed-oriented project. With all the moving pieces at each stage, proposal professionals need a clear, focused way to ensure nothing slips through the cracks.
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July 6, 2022 · capture managementconsultantsGovernment contractingopportunity managementProposal DevelopmentDo We Need a Capture Manager? Four Key Questions To Ask Yourself
Most businesses that have spent time in Government contracting have a clear understanding of what a proposal manager does. They are the miracle workers who work crazy hours to lead the team in transforming a semi-complete, semi-coherent document full of unsubstantiated declarations of greatness and word sprinkles like “we’ll write about this stuff here” to […]
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July 5, 2022 · Business Reality TVGovernment contractingProposal Developmentproposal managementBe Open to Feedback
If we learn anything from reality television, it is you need to be firm in your beliefs but open to feedback. Lacking a core constitution is a death sentence – no one wants to hire or invest in someone who has no conviction. At the same time, inflexibility condemns many more candidates to the no […]
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July 5, 2022 · BlogGovernment contractingprocessProposal Developmentproposal managementproposal writingsolution developmentThree Key Ways to Develop Your Solution
Without a strong solution, our proposals are doomed to fail. A good solution explains our solution, focuses our writers, and makes sure we provide value to the client. If we do not have a strong solution, we are basically a rudderless ship. However, we cannot just will a great solution into being. It takes hard […]
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May 31, 2022 · APMPGovernment contractingprocessProposal Developmentproposal managementTop Four Takeaways from 2022 APMP BPC
What an amazing week in Dallas! For the first time in 3 years, bid and proposal professionals gathered for a full-blown APMP Bid and Proposal Conference, or BPC. It was my first time in attendance since the 2019 Orlando conference. I have to say I didn’t realize how much I had missed in-person conferences until […]
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February 17, 2022 · Proposal Developmentproposal managementproposal writingRecruitingResumesFour Tips to Improving Your Proposal Resumes
The right key personnel can make or break a project. It makes sense the Government would require resumes for critical staff positions on their bids. In fact, a GAO protest resolved in December 2021 is among many that specifically target resumes and personnel as grounds for unfair evaluation. So, how can we make our key […]
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January 25, 2022 · Government contractingprocessProposal Developmentproposal managementThree Top Tips to Working with a Hybrid Proposal Department
The COVID-19 pandemic has resulted in a dramatic shift in people’s lives. As the pandemic raged, many people took the opportunity to relocate. While everyone was working remotely, location was a minor concern. However, in the coming weeks and months, more firms will begin to welcome people back to the office. As the world continues […]
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October 5, 2021 · BlogGovernment contractingIDIQopportunity managementProposal Developmentproposal managementThree Keys to Prepare for IDIQ Proposals
Multiple award Indefinite Delivery Indefinite Quantity (IDIQ) contracts provide large and small companies with a critical tool to long-term corporate success. The limited field and pre-approval provides holders a great opportunity to quickly expand their experience. However, many small firms are justifiably concerned about the heavy lift required to put together a compliant, winning proposal. […]
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February 17, 2021 · APMPGovernment contractingHybrid Approachopportunity managementProposal Developmentproposal managementTop 4 Tips for Virtual Reviews
Proposal professionals have learned a great deal on how to handle remote bid development and management over the past year. I expect the changes made as a result of COVID-19 will remain with us even when we return to our new normal. One of the most important changes, in my view, is the increased acceptance […]
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February 15, 2021 · APMPATOTrainingBZ Opportunity Management Offers APMP Foundation Level Certification Course
We are super excited to offer our first LIVE, online training course for APMP Foundation Level Certification on Monday 12 April from 9a to 4p. As an APMP Approved Training Organization, you know you are getting the best possible training that aligns to APMP’s best practices and body of knowledge. This interactive online class covers […]
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June 2, 2020 · appearancesLeadershipProposal DevelopmentMy Exciting Podcast News
Recently, I had the good fortune to be a guest on not one but two amazing podcasts about our industry. These were my first two appearances on such a program, and I really enjoyed my time on both!
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April 16, 2020 · appearancesLeadershipProposal DevelopmentUpcoming Appearances!
Just because we are (mostly) under stay-in-place orders does not mean we cannot get out there and learn! The next few weeks have three really exciting appearances I wanted to make everyone aware of.
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April 6, 2020 · APMPATOTraining
BZ Opportunity Management Named APMP Approved Training Organization
We are excited to announce BZ Opportunity Management is now an APMP Approved Training Organization (ATO). ATOs provide training to those interested in achieving APMP Professional Certifications at the Foundation level. In the coming weeks, we will be rolling out online live and recorded training options to help you achieve your APMP Foundation level accreditation. […]
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April 2, 2020 · APMPBlogconsultantsGovernment contractingmeetingsopportunity managementProposal Developmentteleconferencework from homeThree Tips for a Successful Remote Conference Call
Recently, I posted a piece about key tips to set yourself up successfully to work from home. As COVID-19 continues to wreak havoc on our economy and professional environment, we have an increased need for online group conversations. Luckily, there has been a dramatic increase in the number and reliability of video teleconferencing (VTC) options available […]
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March 19, 2020 · Government contractingOralsProposal Developmentproposal managementThree Keys for the Day of Your Oral Presentation
The Federal Government continues to explore ways to garner bidder information beyond from the traditional written proposal. A popular approach is to have the offerors provide an oral presentation to Government evaluators. These can take many different forms, from a traditional presentation to a rapid response scenario to a question and answer session. No matter […]
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March 16, 2020 · Government contractingprocessProposal Developmentproposal managementFour Ways to Survive Remote Proposal Management
The spread and concern over COVID-19 has dramatically altered every aspect of our lives. From the global cancellation of major sporting events to runs on meat and paper goods at the supermarket, there is no part of our daily lives that has been untouched by this pandemic. For many companies, the requirement for social distancing […]
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January 15, 2020 · Government contractingProposal Developmentproposal managementFour Keys to a Successful Proposal Kickoff
A good proposal kickoff provides your team with the information and motivation to begin a winning effort. It sets up your team for success throughout the development cycle. A poor kickoff, on the other hand, delays content creation and results in more work later in the process. So how can you make sure your proposals […]
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December 4, 2019 · Blogmeetingsopportunity managementProposal Developmentproposal managementTales from the DebriefThree Tips to a Successful Stand-up
There are several small components that are important for proposal success. To me, one of the most critical is the proposal stand-up. To have a successful bid, proposal leadership must have insight into how the bid is progressing and how the team is doing. Stand-ups are the best way to avoid being surprised during the […]
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October 29, 2019 · APMPBlogGovernment contractingHybrid Approachopportunity managementProposal Developmentproposal management
Is There a Place for the War Room Any More?
We live in an interconnected world. When I have to travel to support my clients, I take some small comfort in being able to FaceTime to say good night to my children. I regularly use text messaging and WhatsApp to communicate with consultants and clients across the country and around the world. I recently led […]
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September 16, 2019 · appearancesLeadershipKevin Switaj to Speak at Two APMP Regional Events
Kevin Switaj delivering his Ignite! talk at the Bid and Proposal Conference 2017. BZ Opportunity Management President and CEO, Kevin Switaj, has been picked to speak at two upcoming APMP regional conferences. Both presentations will build on Kevin’s “Lessons from the Mouse: Adding Creativity to the Proposal Lifecycle” presentation at the 2019 APMP Bid and […]
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September 5, 2019 · BlogGovernment contractingIDIQopportunity managementProposal Developmentproposal managementSTARS IIIPreparing for STARS III: Five DOs and DON’Ts
STARS III is a critical bid opportunity for any 8(a) certified small business. Missing out on a spot on this GSA vehicle can make the difference between explosive growth and struggling for opportunities. So, what do 8(a) firms need to do, and avoid, to successfully win a slot on the vehicle?
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September 3, 2019 · BlogBOSSGovernment contractingIDIQopportunity managementProposal Developmentproposal managementRFISDI-NGTales from the DebriefUSPTOWashingtonThree Keys for a Successful USPTO BOSS RFI Submission
The acquisition cycle for the next iteration of the US Patent and Trademark Office’s (USPTO) IT contract feels like it has gone on nearly as long as the 130-year construction of Antonio Gaudi’s Sagrada Família cathedral in Barcelona. Called the Business Oriented Software Solutions (BOSS) contract, its release has been impacted by a new administration […]
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June 3, 2019 · APMPBusiness Reality TVGovernment contractinginnovationLessons from the Real Worldopportunity managementProposal Developmentproposal managementproposal writingSpeakerTales from the DebriefAdapt to Survive: Keeping Ahead of an Ever-Changing World
It’s an age old business adage – if you don’t change with the times, you get left behind. In today’s interconnected global economy, it happens faster than ever. While in graduate school, I worked at Borders Books and Music, which fell victim to an inability to sense the trend of internet sales. Kodak initially developed […]
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September 26, 2018 · BlogBusiness Reality TVCustomer IntimacyDragons' DenGovernment contractingopportunity managementOralsProposal Developmentproposal managementBe Confident: Three Tips to Project Strength in Your Oral Presentations
It happens all too often to those on business reality television. It might be the bright lights, the star power across from them, or the gravity of the moment. But no matter the cause, the loss of confidence during a pitch has doomed many people on Dragons’ Den or Shark Tank.
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September 18, 2018 · Bar RescueBlogBusiness Reality TVCustomer IntimacyDragons' DenGovernment contractingopportunity managementprocessProposal Developmentproposal managementproposal writingsolution developmentWin Theme DevelopmentKnow Your Market: Three Free Ways to Gain Market Insights for Proposal Professionals
This post continues our Lessons from Business Reality TV series. Click here for the entire series.
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September 11, 2018 · Bar RescueBusiness Reality TVGovernment contractingopportunity managementProposal Developmentproposal managementproposal writingEmbrace Solutions, Not Excuses: Three Approaches to Handling Challenging Situations
Like all reality television, business reality shows are built on drama. Many of these programs focus on helping failing and struggling business turn their operations around, usually with a heavy dose of “tough love.” For example:
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September 5, 2018 · Business Reality TVDragons' DenGovernment contractingopportunity managementProposal Developmentproposal managementproposal writingsolution developmentKnow your Numbers! Three Key Steps to Having the Information You Need
It’s always the most dramatic moment in a pitch on Shark Tank. The entrepreneur has done a great job talking about his revolutionary new product and how it will take the world by storm. Then one of the business heavyweights asks the critical question: “What are your numbers?” <Crickets.>
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August 28, 2018 · BlogBusiness Reality TVGovernment contractingopportunity managementProposal Developmentproposal managementproposal writingsolution developmentSeven Lessons to Learn from Business Reality Television
I have a problem. I am addicted to business reality television. You can keep the Bachelor and The Voice. Instead, I am drawn to the real-life struggles and lessons from shows like Shark Tank, The Profit, Undercover Boss, Bar Rescue, and more.
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August 13, 2018 · processProposal Developmentproposal managementproposal writingDoing It Yourself: Three Tips to Leverage Your Experts
In our Better Proposal Writing series, we have covered Proposal section introductions, approach narratives, substantiation, and benefit statements. As we conclude our series we answer the age-old question: what do I do if my team just cannot write?
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August 2, 2018 · Government contractingProposal Developmentproposal managementproposal writingGive Them a Reason To Care: Three Tips to Better Benefit Statements
So far in our “Better Proposal Writing” series, I have articulated the need for a strong, client-focused introduction; a well-constructed approach section; and hard-hitting substantiation. However, the one thing I have not discussed is how to gain the “bonus points” from an evaluator to get your proposal from Good to Outstanding.
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June 30, 2018 · APMPappearancesAtlantabid developmentBlogclient experienceCobb Energy Performing Arts CenterConferencecustom standardizationcustomer focusGovernment contractinginnovationLeadershipLessons from the Real WorldMaster Classproposal managementSpacSpeakerKevin Switaj Selected to Present at SPAC 2018!
Kevin Switaj, President and CEO of BZ Opportunity Management, has been selected to present at the 21st annual Southern Proposal Accents Conference (SPAC). Hosted by the Georgia, Carolinas, and Florida APMP chapters, the conference focuses on APMP professionals across the Southeast region and beyond. This year’s conference theme is “The World of Proposals — From Start […]
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June 23, 2018 · capture strategydifferentiationlife cycle managementopportunity managementProposal Developmentproposal managementproposal writingTales from the DebriefValue addWin Theme Developmentwomen's basketballShattering Proposal Myths: Myth 7 – We Only Need Proposal Professionals at the End
The company has been targeting an opportunity for a year. It has gone through all the necessary step reviews, has had dedicated capture resources, several client meetings, and the team has even developed win themes and solutions. The solicitation drops. The capture lead then poses the question: ‘who is our proposal manager?’
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June 6, 2018 · BlogGovernment contractingopportunity managementProposal Developmentproposal managementproposal writingProve It! Three Tips to Creating Strong Substantiation Statements
In our “Better Proposal Writing” series, we have covered how to create a strong section introduction and how to craft compelling content to articulate an approach. Good proposals do not just state the work a company will perform. It also backs up the approach with proof statements explaining why it is the best option for the client. This […]
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June 2, 2018 · Government contractingProposal Developmentproposal managementproposal writingShattering Proposal Myths: Myth 6 – We Need to Tell a Story
Upon receiving the solicitation, the proposal manager develops an outline based on the requirements. After circulating it to the bid team, the capture lead sends a reply. He writes the structure “doesn’t flow” and demands changes because the outline does not allow him to tell the story he wants.
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May 31, 2018 · APMPBid and Proposal ConferenceBlogConferenceGovernment contractingopportunity managementProposal Developmentproposal managementvideo blog
Top Three Takeaways from 2018 Bid and Proposal Con
We are excited to launch a new feature on our blog – a video blog entry! Today, our President and CEO, Kevin Switaj, shares his top three takeaways from the 2018 APMP Bid and Proposal Conference in San Diego.
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May 29, 2018 · BlogGovernment contractingopportunity managementProposal Developmentproposal managementproposal writingTales from the DebriefTop 4 Tips for Writing Strong Proposal Narrative
In my last post, I wrote about the importance of a strong introduction and how it sets up each proposal section for success. The next component of a proposal section is the most important to the evaluator – the approach. In short, this is where you are scored. A poorly written or poorly structured approach leaves […]
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April 25, 2018 · BlogCustomer IntimacyGovernment contractingopportunity managementProposal Developmentproposal managementproposal writingFour Tips to Make Your Proposal Introduction Stand Out
To quote a song in the classic film The Sound of Music, bid writing needs to “start at the very beginning, a very good place to start.” A good introduction to a proposal section can make the difference between winning and losing a bid. A strong opening catches the reader’s attention and makes him/her more likely […]
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April 19, 2018 · Government contractingProposal Developmentproposal managementproposal writingThe Three Key Components of Proposal Writing
Many people struggle with proposal writing. Even those who normally can develop strong narratives have difficulty putting together good proposal content. As proposal professionals, we are constantly helping people write and rewrite (and rewrite and rewrite) their sections. Why is that the case?
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April 12, 2018 · Blogopportunity managementprocessProposal Developmentproposal managementproposal writingFour Tools to Help Your Proposal Writing
Proposal writing is a tricky business. The ability to craft a compliant, clear, compelling narrative is the number one challenge facing almost every organization. Whether a company competes in the Government or commercial sector, everyone seems to have trouble getting enough people to contribute, and to put together high-quality content.
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April 10, 2018 · APMPappearancesAtlantaBlogConferenceGovernment contractingLeadershipLessons from the Real Worldopportunity managementProposal Developmentproposal managementproposal writingsolution developmentSpacSpeakerTales from the DebriefSPAC 2018 – A Great Trip and Conference
The theme for SPAC 2018 was “Proposals from Start to Finish.” Much of the imagery chosen by the organizers revolved around travel. Little did they know the challenge those of us from the DC area would have getting to Atlanta!
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March 15, 2018 · APMPappearancesBid and Proposal ConferenceConferenceGovernment contractinginnovationLeadershipopportunity managementProposal Developmentproposal managementproposal writingSan DiegoSpeakerBZ Opportunity Management’s Kevin Switaj to Speak at 2018 Bid and Proposal Con!
BZ Opportunity Management President and CEO, Kevin Switaj, has been selected to present at the 2018 APMP Bid and Proposal Conference. Held 15-18 May in San Diego, CA, the conference is the largest gathering of opportunity life cycle professionals in the world. More than 900 people attended the 2017 conference, held in New Orleans.
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February 27, 2018 · APMPGovernment contractingOralsProposal DevelopmentThree Key Tips to Winning at Orals
On 22 February, the National Capital Area chapter of the Association of Proposal Management Professionals hosted a roundtable discussion entitled “Winning Orals: Tips and Tools for Effective Oral Presentations.” Today’s federal marketplace is at a crossroads. Some clients still require traditional oral presentations. Others have moved to the “demonstration” approach, in which you develop a […]
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February 16, 2018 · 2019BudgetGovernment contractingnew administrationopportunity managementprocessproposal writingTrumpWashingtonThree Lessons for Government Contractors from the 2019 Trump Budget
The President released his budget request, but Congress has the ultimate authority On Monday, the Trump Administration released its budget plan for the 2019 Government fiscal year. In its introduction, the President writes, “the Budget reflects our commitment to the safety, prosperity, and security of the American people.” (Efficient, Effective, Accountable: An American Budget, Office of […]
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February 13, 2018 · APMPBlogGovernment contractingprocessProposal Developmentproposal managementproposal writingTop 5 Reasons to Keep Color Team Reviews
Recently, there have been a lot of proposal professionals questioning the value of color team reviews as part of the proposal process. They argue the field needs to move to an Agile development process. Proponents of throwing out color teams view the traditional Blue-Pink-Red-Gold process as outdated, a dinosaur due for retirement like the smoke-filled […]
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December 21, 2017 ·Happy Holidays and Looking Ahead
It has been much, much too long since I have posted on my blog. Life has a way of getting in the way of writing. The last few months have been busy, both professionally and personally. However, as the year comes to a close I wanted to look back at 2017 and provide some hints […]
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October 14, 2017 ·Welcome to BZ Opportunity Management!
We are proud to be BZ Opportunity Management, a new firm focused on helping small and large businesses maximize their chances to win in the Government marketplace. We look forward to sharing insights and information about the opportunity life cycle and our growth in the weeks and months ahead. Thank you for visiting, and talk […]
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September 26, 2017 · AmazonAPMPAPMP CaliforniaBlogclient experienceconsultantsCrisisExpertGovernment contractingHondaJohnson & JohnsonLessons from the Real WorldProposal Developmentproposal managementproposal writingTales from the DebriefLessons from the Real World 3: Applying Business Examples to Opportunity Development
NOTE: This post is the third and final in a series of three posts expanding on ideas in a recent webinar I conducted for the APMP California chapter with the same title. be known for something When you are known for something, you create a better connection with the customer and increase satisfaction. Companies look […]
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September 20, 2017 · APMPAPMP Californiaclient experienceDisney InstituteGovernment contractingLessons from the Real WorldProposal Developmentproposal managementproposal writingsolution developmentTales from the DebriefWalt Disney CompanyLessons from the Real World 2: Applying Business Examples to Opportunity Development
NOTE: This post is the second in a series of three posts expanding on ideas in a recent webinar I conducted for the APMP California chapter with the same title. customized standardization In today’s fast-paced world, being able to provide high-quality, repeatable processes can be the difference between success and failure. Nowhere has that trend […]
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September 15, 2017 · BloghistoryprocessRecruitingSpeakerHow Humanities Graduates Excel at Communications
In anticipation of the release of my upcoming book The Well-Rounded Professional: Translating Humanities Skills to Career Success, I am writing blog posts about four of the critical skills developed in a humanities education. This week, I look at what might be the most obvious skill: written and verbal communications.
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September 12, 2017 · AirbnbAPMPAPMP CaliforniaAppleBid and Proposal ConferenceBlogboilerplatebuilding blocksCasperGovernment contractinginnovationProposal Developmentproposal managementproposal writingWebinarLessons from the Real World 1: Applying Business Examples to Opportunity Development
NOTE: This post is the first in a series of three posts expanding on ideas in a recent webinar I conducted for the APMP California chapter with the same title. Many people working in proposals think proposal development has little if anything in common with other professions. How often, for example, do you feel at […]
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September 7, 2017 · historyChurchill and Orwell: A Review
I know this is a departure from my normal blog content, but I felt I needed to post a review of a book I just finished. George Orwell is my favorite writer. Every year I re-read Animal Farm (usually in a day or so) and 1984 gets re-read every 2 or 3 years. And anyone who attended my Ignite […]
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September 5, 2017 · BloghistoryLeadershipBeing a Well Rounded Professional
As many of you know, I have a non-traditional background for someone engaged in senior management in business. When people find out that I have a PhD in history, they respond with either (or both) of the following reactions:
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September 1, 2017 · APMPAPMP CaliforniaBid and Proposal ConferenceBlogclient experienceCreativity Inc.Customer IntimacyDisney InstituteGovernment contractingLessons from the Real WorldProposal Developmentproposal managementShow notesTales from the DebriefWalt Disney CompanyWebinarLessons from the Real World – Webinar Notes
On 30 August I had the pleasure of delivering a webinar for the APMP California chapter entitled, “Lessons from the Real World: Applying Business Examples to Opportunity Development.” I plan to write a couple of blog posts later in September that detail what I presented. Those posts will build on the main theme – that […]
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August 7, 2017 · APMPBlogconsultantsGovernment contractingMicrosoft Projectproject managementProposal Developmentproposal managementProposal MythsShattering Proposal Myths: Myth 5 – Anyone Can Run a Proposal Effort
Scenario 1: The Government releases an opportunity worth about $5m annually. It aligns directly with Government Contractor ABC’s core work. With annual revenue of $70 million, senior management considers submitting a bid. They have a single proposal manager in the organization, and she is involved in two live bids. Senior management decides to bid, but […]
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June 22, 2017 · appearancesGovernment contractingLeadershipProposal DevelopmentYou ARE an Expert!
At this year’s Bid and Proposal Conference, APMP hosted a workshop for chapter leaders for collectively solving issues that run across our local organizations. I took part in a discussion concerning how we can increase the number of people interested in speaking at our events, including conferences. As we discussed some great ideas to cast […]
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June 20, 2017 · Government contractingprocessProposal Developmentproposal managementShattering Proposal Myths: Myth 4 – We Need to Ask Lots of Questions!
After a solicitation has been released, the opportunity team reviews the documents and focuses on everything that is wrong. The solution lead develops a massive list of questions that includes every last piece of information they feel is needed to execute the contract properly. The capture lead tries to make up for a lack of […]
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June 6, 2017 · Blogclient experienceColonial WilliamsburgGovernment contractinghistoryProposal DevelopmentTales from the DebriefwordpressHuzzah! Three Opportunity Management Lessons from Colonial Williamsburg
I have posted my new article on LinkedIn! Click here to access!
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May 23, 2017 · APMPBlogCreativity Inc.Government contractingHybrid ApproachProposal Developmentproposal writingShow notessolution developmentTales from the DebriefWebinarWin Theme DevelopmentBuilding from a Solid Foundation – Additional Information
First, I want to thank everyone who attended my webinar, presented by APMP-NCA, on 9 May. I really enjoyed the experience, and hope the attendees got relevant, actionable guidance out of it. I am putting together this post to be “show notes” for the webinar, and to answer the questions from the attendees that we […]
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March 25, 2017 · 2017appearancesAtlantaBlogConferenceGovernment contractingHybrid ApproachProposal DevelopmentSpacSpeakerTales from the DebriefSPAC 2017 a success!
I really enjoyed attending SPAC 2017. The entire conference was a great success. There were a number of engaging, informative speakers, and I know I came away with a lot of “a ha” ideas that I cannot wait to implement on my upcoming bids.
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March 19, 2017 · BlogCustomer IntimacyGovernment contractingIncumbentProposal Developmentproposal managementProposal Mythsproposal writingsolution developmentStaffing PlanTales from the DebriefWin Theme DevelopmentShattering Proposal Myths: Number Three – “I Know What the Client Wants!”
Overcoming proposal myths, one at a time! Proposal development continues to suffer from several key misperceptions from people both inside and outside Government contracting. This post is the third in a series that will seek to dispel these myths and, in the end, shed light on what we do and how we do it most […]
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February 28, 2017 · BlogGovernment contractingprocessProposal DevelopmentProposal Mythsproposal writingsolution developmentTales from the DebriefWin Theme DevelopmentShattering Proposal Myths: Number 2 – We Don’t Have Time to Solution!
My new post is now available on LinkedIn. Click here to read it!
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February 7, 2017 · BlogGovernment contractingProposal DevelopmentProposal Mythsproposal writingTales from the DebriefwordpressShattering Proposal Myths: Number 1 – Proposal Writing is Technical Writing
The first of my Shattering Proposal Myths series is now on LinkedIn! Click here to access
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December 27, 2016 · 2017Blogexpect the unexpectedGovernment contractingmid-sized contractorsnew administrationprocessTales from the DebriefWashingtonwordpressTop 5 Government Contracting Tips for 2017
My article has been posted on LinkedIn! Click here to access
