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 bid process, inform executive leadership of progress, and build team morale. What do we need to have a successful standup? Here are my three key tips.
Category: Tales from the Debrief
Three 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 and various internal staffing changes. However, BOSS is finally on the street. How can you best position yourself for this massive opportunity? This article articulates three key steps to submitting a successful RFI response.
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Lessons 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 to build solid reputations based on an area of expertise. Many companies have great reputations based on what they do well. For example, Honda makes a lot of products, including cars, trucks, lawn mowers, and more. But if you ask Honda, they really want to be known for high-quality engines.
Lessons 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 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.
Lessons 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 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
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
I have posted my new article on LinkedIn!
Building 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 did not have time to address.
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SPAC 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.
Shattering Proposal Myths: Number Three – “I Know What the Client Wants!”
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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