Proposal brain
Do you feel forgetful? Is your thinking cloudy? Are you making mistakes? Are you scrambling your words? If so, chances are you have “proposal brain” or what some call “brain… Continue reading Proposal brain
Strategic differentiation with a customer focus
I recently worked on a proposal that required – not an executive summary – but an introduction that called out the vendor’s differentiators. Perhaps one of the hardest aspects of… Continue reading Strategic differentiation with a customer focus
Before you burst through the $27.5M size standard
Government has two definitions of a company’s size: large or small. MACs use North American Industry Classification System (NAICS) Codes to classify small business size standards. The size standard may… Continue reading Before you burst through the $27.5M size standard
Maximize your competitive edge to win more MAC task orders
A small group of awardees on a given MAC will earn the lion’s share of the total value of all MAC awards. For example, the Top 15 MAC incumbents in… Continue reading Maximize your competitive edge to win more MAC task orders
What do you do after winning a MAC?
Winning a MAC presents a terrific opportunity to grow your company and should not be squandered. Government contractors won’t win a sizeable share of MAC tasks orders just waiting around… Continue reading What do you do after winning a MAC?
How MACs can increase your bottom line
What are Multiple-Award Contracts (MAC) and why should they matter to you? Simply put, a MAC is a basic contract awarded to multiple contractors against which they compete for task… Continue reading How MACs can increase your bottom line
The Impact of Mergers and Acquisitions on Proposal Professionals
Every year mergers and acquisitions impact the positions of many proposal industry members. For example, this year, General Dynamics acquired CSRA, a $4.3B company. Like many proposal professionals, I have… Continue reading The Impact of Mergers and Acquisitions on Proposal Professionals
The procurement environment in 2018 | Amtower Off Center
Click here to listen to Mark’s interview On May 7, 2018 Amtower Off Center host Mark Amtower talked with Stan Soloway (President and CEO of Celero Strategies) and Bob Lohfeld (CEO, Lohfeld… Continue reading The procurement environment in 2018 | Amtower Off Center
Bids with No Capture
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… Continue reading Bids with No Capture
Get Ready for the Q3 and Q4 SUPER Task Orders
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… Continue reading Get Ready for the Q3 and Q4 SUPER Task Orders