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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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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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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. […]