Category Results for Business Development

Best in Class (BIC) contract vehicles and why you need them

The Federal Government is encouraging agencies to use Best in Class (BIC) government wide acquisition contracts (GWACs) to better leverage their buying power. In a January 5, 2017 report, Improving Government Operations, Helping Agencies Be More Effective and Efficient, the General Services Administration (GSA) stated, “OMB named several government-wide contracts, including a GSA contract, as best-in-class federal contracting vehicles for procuring laptops and desktops. This initiative has already produced negotiated savings of up 27% on IT Schedule 70 contracts.” On April 12, 2017, the U.S. Office of Management and Budget (OMB) formalized GSA’s prompting by published a memorandum, Comprehensive Plan for Reforming the Federal Government and Reducing the Federal Civilian Workforce. In the memorandum, OMB Director Mike Mulvaney declared, “Agencies should consider leveraging…External service providers, including those providers on best-in-class contracts as part of the category management effort.” Since 2017, the government has encouraged agencies to use BIC GWACs to … Continue reading Best in Class (BIC) contract vehicles and why you need them

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Creating a unified corporate focus on winning new business through knowledge management

How difficult is it to collect proof points, metrics, resumes, or past performance related to an opportunity you’re trying to pursue? One way to improve access to your organization’s information assets and improve your win rate is by improving your internal Knowledge Management (KM) system(s). What is KM? Davenport[1] defines KM as “the process of capturing, distributing, and effectively using knowledge.” KM is a key element in successful business development (BD). Effective capture, storage, integration, and analysis of information is essential to understand and defeat your competition, create a winning solution, and represent your company as a capable, best choice for the job. Consider all the information you capture and maintain as a company: ·  Resumes ·  Past performance ·  Metrics ·  Boilerplate ·  Templates ·  Checklists ·  Best practices ·  Success stories and kudos ·  Financial data ·  Certifications and awards ·  Graphics ·  Debriefs ·  Lessons learned ·  … Continue reading Creating a unified corporate focus on winning new business through knowledge management

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5 tips for improving your business pipeline and bottom line

Highly profitable businesses are agile. They devote time to researching new bids and pruning their pipeline to maximize their win rate. Their bid staff keep a challenging workload, yet they have enough time to focus on each bid. Does this sound like a wishful thinking? It doesn’t have to be. Here are five tips that can help re-energize your businesses pipeline and increase your win rate. 1. Devote time to creating a realistic 3-year pipeline Create a realistic 3-year pipeline as a baseline. Expedite your search for potential bids by investing in commercial databases, go-to-market services, and competitive analyses. Weight the pipeline with conservative bids. Allocate a smaller part of the pipeline to more aggressive bids that either need heavy bid and proposal (B&P) investment, minimize your profit potential, or focus on new customers or new lines of business. 2. Implement a status dashboard and an integrated master schedule (IMS) … Continue reading 5 tips for improving your business pipeline and bottom line

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The real cost of CRs and shutdowns | Amtower Off-Center

Click here to listen to Mark’s interview On January 22, 2018 Amtower Off Center host Mark Amtower talked with Simon Szykman (CTO of Attain and former CIO of Commerce) and Bob Lohfeld (CEO, Lohfeld Consulting) about continuing resolutions and shutdowns. CRs are both a way of  life and a standing joke in the govcon arena, but there are consequences. Shutdowns, less frequent, but often threatened, have both significant costs and dire consequences beyond the parks being closed. Topics include: The impact of CRs on agencies and contractors The end-of-FY spending as a result of CRs The mandated preparation by contractors and Feds for impending shutdowns Small business collateral damage as a result of shutdowns Shutdown impact on the overall economy Hosted by nationally-known speaker and consultant Mark Amtower, Amtower Off-Center highlights the good, the bad, the ugly and the just plain silly of doing business in the government market. Every week experts … Continue reading The real cost of CRs and shutdowns | Amtower Off-Center

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