Category: Tools & Tips

True or false? The executive summary convinces the decision maker to award your company the contract. In the world of federal proposals, it is most likely false. Why? Because according to… Continue reading Is your proposal’s executive summary worth the bother?

What does readability mean? Readability is a measure of how easy it is to understand a piece of writing. When writing a proposal, the level of readability affects how well… Continue reading How readable is your proposal?

We all use it! Microsoft Word. The number 1 software tool used for proposal preparation. In time, we all discover those lesser-known features that really improve productivity. The Style Separator… Continue reading A Microsoft Word feature you will love!

Our industry tends to separate the work of Technical Volume Leads and Business Volume Leads. Clearly, businesses need to protect their rate structures, pricing, and salary information. However, there are… Continue reading 7 ways a technical volume lead can improve the business volume

How many staff members does it take to turn a widget running at 1,000 miles an hour? A staffing rationale explains how the number, type, and mix of personnel you propose… Continue reading Staffing Rationale

Do you want to improve the quality and consistency of a proposal? If so, consider adopting a “Wall of Truth” document. A Wall of Truth spells out a standard set… Continue reading Use a wall of truth to standardize your writing and save time

Nothing is more frustrating than a string of losing proposals. It demoralizes the bid and proposal (B&P) team, wastes B&P funds, and results in operations personnel losing their jobs. Despite… Continue reading Turn that losing streak around now (or avoid a losing streak in the first place!)

Last year when I wrote that federal contractors should prepare for the challenges of 2020 with training, I didn’t envision the types of challenges we have faced this year and… Continue reading On-line training for 2021’s unique challenges

Originally aired on November 23, 2020. CLICK HERE to listen to the interview. Even in normal election year, the transition from one administration to the next create uncertainty in the… Continue reading [PODCAST REPLAY] Project 38: How the presidential transition impacts your BD, capture activities

If you want to win a contract, be it TVs, toasters, or teacups, you need to understand what is valuable to your customer. Answer these questions to understand what your… Continue reading A Recipe for Best Value at the Lowest Price