Insights Blog

Improve Win Rates through Asset Integration and Content Management

APMP Bid & Proposal Con 2019 Presentation – Maryann Lesnick, Lohfeld Consulting Group

As BD professionals, we care about ALL information assets of our organizations. More than any other group, we appreciate the potential value, from competitive differentiation to reusable content to proof points to innovations, awards, and recognitions. The list goes on. All of this intelligence represents potential content for proposals. Thus, it is essential that we take an active role in the establishment and maintenance of a content library. This session will explore strategies to define the library; engage organizational components in sharing/contributing to the library; ensuring data is relevant and current; and using the content library to produce winning proposals. A well-managed content library will save significant time and effort crafting future responses. An added benefit is that it also brings your organization together in pursuit of a common goal: winning new business. Why this session is important: Asset integration and content management challenges and limitations may arise from start-up … Continue reading Improve Win Rates through Asset Integration and Content Management

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How to Beat a Losing Streak

Five tips to rebound from a string of losses

Proposal professionals are some of the hardest working people in any company. Despite their hard work, they may face a losing streak from time to time. These losses can erode their confidence, adversely affect working relationships, and even trigger job-hopping. Everyone faces losses at one time or another. For example, Steve Jobs is considered one of the greatest entrepreneurs of our generation, yet he prevailed despite numerous losses. When Apple and Lisa sales fell flat in 1985, he was ousted from his position as President. After leaving Apple, he founded NeXT, whose profits floundered. Ultimately, he purchased Pixar, returned to Apple, and the rest is history. In 2005, he gave an inspiring speech to Stanford University students about winning and losing. “I didn’t see it then, but it turned out that getting fired from Apple was the best thing that could have ever happened to me. The heaviness of being … Continue reading How to Beat a Losing Streak

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Five Tips to Make the Most of the Your GSA Schedules

How to optimize the largest and most widely used acquisition vehicles in Government

General Services Administration (GSA) schedules are the largest and most widely used acquisition vehicles in Government. Experience shows many companies do not make the most of their schedules for many reasons. Therefore, this article offers five practical tips a schedule-holder can take to optimize their investment in 10 minutes per day or less. Review Requests for Quotes (RFQs) Daily to Identify Potential Bids – Quickly scan the headlines on the front page of eBUY (GSA’s web portal) to determine if an opportunity meets your bid/no bid criteria. Schedule holders will see an average of 15 new bids weekly on Schedule 70 alone and a greater number in the fourth quarter of the Government’s fiscal year. Use Requests for Information (RFI) and Sources Sought Notices (SSN) to Grow Your Pipeline – While approximately 50% of RFIs become Request for Quotes (RFQs), the odds are favorable an RFI or SSN will become … Continue reading Five Tips to Make the Most of the Your GSA Schedules

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Opportunity Alert: A Flurry of OASIS On-Ramps

GSA issues update on long awaited OASIS SB on-ramps

After several months in a holding pattern due to U.S. Government Accountability Office (GAO) solicitation protest B-408685.18, on April 17, the General Services Administration (GSA) issued an update to the long awaited on-ramps to the existing One Acquisition Solution for Integrated Services Small Business (OASIS SB) pools. GSA states that they anticipate releasing OASIS Small Business (SB) Pools 1, 3 and 4 and 8(a) sub-pools in late April 2019. Based on GSA Interact OASIS milestones provided in March 2019, the Unrestricted on-ramps are likely to follow a couple of months later. The OASIS on-ramps began with Pool 1, the most used pool with the smallest size standard ($15 million). However, GSA did not make any awards due to the protest, and announced in the April 17 update that OASIS SB Pool 1 offerors that submitted an offer to the earlier solicitation in November 2018 must resubmit based on “substantive RFP … Continue reading Opportunity Alert: A Flurry of OASIS On-Ramps

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