Category: Blog

Lessons from the Real World 2: Applying Business Examples to Opportunity Development

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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 seen greater resonance than in dining. People, especially millennials, are abandoning both ends of the spectrum (fast food and traditional sit-down dining) in favor of “fast casual” establishments. Firms like Roti and Chipotle have benefited from filling this space.

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How Humanities Graduates Excel at Communications

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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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Lessons from the Real World 1: Applying Business Examples to Opportunity Development

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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 a loss trying to explain your job? I know when people ask me what I do, I always struggle for a simple, easily understood answer. I usually end up saying I help companies try to win business with the Government, which usually generates a response of, “oh, so you’re in sales” (which is another post altogether!).

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Lessons from the Real World – Webinar Notes

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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 capture and proposal professionals can learn from a wide range of industries and business leaders to improve how we do our job. Below, I provide some links to things discussed in the presentation.

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Shattering Proposal Myths: Myth 5 – Anyone Can Run a Proposal Effort

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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 elects to have a junior PM from the line organization run the opportunity.

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Huzzah! Three Opportunity Management Lessons from Colonial Williamsburg

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I have posted my new article on LinkedIn!

Click here to access!

Building from a Solid Foundation – Additional Information

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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 did not have time to address.

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SPAC 2017 a success!

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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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Shattering Proposal Myths: Number Three – “I Know What the Client Wants!”

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Facts Myths Sign
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 successfully.

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Shattering Proposal Myths: Number 2 – We Don’t Have Time to Solution!

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My new post is now available on LinkedIn.

Click here to read it!