Insights Blog

Bids with No Capture

Why do companies bid work without any capture effort?

I confess. I have bid work without any previous capture effort and no first-hand knowledge of the customer’s requirements. I understand that I just violated every proposal industry best practice and I may have to return my Association of Proposal Management Professionals (APMP) certification. It is clear, bidding without any knowledge of the customer requirements greatly diminishes the chance of winning and increases transition and operational risks. So why do companies bid work without any capture effort when on paper it makes no sense? The root cause stems from how a company manages its pipeline. A company with mature pipeline practices allocates sufficient time and resources for all its capture and proposal efforts. A company with an immature pipeline has gaps between bids, has not effectively allocated capture and proposal resources, and has failed to engage with the customer. So, is it ever OK to submit a proposal on a … Continue reading Bids with No Capture

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Get Ready for the Q3 and Q4 SUPER Task Orders

Contract holders can expect a roaring third and fourth quarter 2018

Indefinite Delivery/Indefinite Quantity (IDIQ) or Government-Wide Acquisition Contract (GWAC) contract holders can expect a roaring third and fourth quarter 2018, since many bids expected in the Q1 and Q2 were stalled in procurement. Exhibit 1 lists our pick of the Top IT Task Orders, Exhibit 2 lists our picks of Top Professional Services Task Orders for Q3 and Q4. We define a Super Business Task Order as an individual task order awarded under the umbrella of an IDIQ or GWAC. We required that the IDIQ or GWAC have a selected pool of contractors, who compete on requests for task order proposals. We ensured all task orders had a distinct primary contract vehicle number and task order contract number, and that all task orders were unrestricted or set aside for small business. To find the Super Task Orders, we looked for task orders with an ultimate expiration date of no later … Continue reading Get Ready for the Q3 and Q4 SUPER Task Orders

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Think Positive for Positive Results

Attitude is everything

We’ve all heard the saying about the glass being half empty or half full. Your answer to this question can have profound effects on your proposal group and your bottom line win rate! About 20 years ago, I went through a divorce. It was the worst and most painful experience of my life. I lost two years grieving, feeling like a failure, and sitting on a real pity pot. My glass was completely empty. Thanks to lots of counseling, pastoral support, and the love of friends, I came through that period and learned that I have a choice today – the choice to be happy! And when I am happy, those around me are happy. It has become one of my primary life goals – to be happy. Studies have long shown that not only does success at work lead to individual satisfaction and happiness, but that happiness leads to … Continue reading Think Positive for Positive Results

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Seven Keys to Successful Solutioning

A compelling solution speaks directly to what the customer values.

A compelling solution speaks directly to what the customer values. It details your discriminating value proposition: how your solution exceeds customer expectations for quality, timeliness, cost-effectiveness, compliance, mission success and/or risk mitigation. The emphasis is on the how: in what specific ways your offering will accomplish contract performance objectives resulting in specific proven benefits the customer values. The how is exactly how many of our proposals fail. Here are seven keys to successful solutioning that will improve your win probability. #1: Begin earlier: Once you have qualified an opportunity, immediately begin the process of defining the how (people, processes, technology). Understand that solutioning is an iterative, time-consuming, evolving process. You will not arrive at your solution in one or two sessions. Once your team identifies an initial solution, capture professionals (and the project team on the ground in the case of a re-compete), must vet this solution. What solution elements … Continue reading Seven Keys to Successful Solutioning

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