The government spends a third of its total annual budget in the final quarter of the fiscal year, and this is definitely a busy time for government contractors. So as you enter the final quarter, there are some actions you can take to maximize your share of the government’s year-end spending. To do this, almost every customer-facing manager in your company needs to engage in your year-end sales campaign, and your internal sales support organization—especially your proposal team—needs to step up its op tempo. If you orchestrate a well-planned selling blitz, you can maximize your share of the year-end rally. How big is the year-end rally? The year-end spending spree comes in the fourth quarter of every government fiscal year, and the spending rate is pretty consistent from year to year. Not all government agencies will obligate a third of their annual budget in the final quarter; some agencies will … Continue reading 5 ways to grab your share of the fourth-quarter rush
Dear Proposal Doctor, I have just assumed a position as director of a team of junior proposal managers. They are bright and they have great work habits, but they have only minimal training and not much experience. What is the best way to get them up to speed? By the end of the year, they will each need to be able to independently manage several concurrent task order proposals ranging from 25-50 pages (for the technical and management sections). Thanks very much, -The New Director Dear New Director, Congratulations on your new position. Training for proposal managers is a tricky business because so much of what these young people need to know is specific to your company and your industry. Moreover, there are many different ways of approaching this challenge. I like to think about three broad categories in which proposal managers need to develop, and you have to be … Continue reading Best way to get new proposal managers up to speed – Ask Proposal Doctor
Believe it or not, there are only two and half months, or about 50 shopping days, left in the 2015 federal fiscal year. That means suppliers are gearing up to sell, and agency contracting officers are preparing to buy. Lohfeld Consulting Group CEO and long-time federal sales expert Bob Lohfeld joined Tom Temin on the Federal Drive with some tips on managing the upcoming year-end rush. Click to listen. Tom Temin is the host of The Federal Drive, which airs from 6-9 a.m. on 1500 AM in the Washington, DC region and online everywhere. Tom has 30 years experience in journalism, mostly in technology markets. Before coming to Federal News Radio, he was a long-serving editor-in-chief of Government Computer News and Washington Technology magazines. Tom also writes a weekly commentary for Federal News Radio. Read his latest columns.
I recently returned from the largest gathering of capture and proposal professionals in the world: APMP Bid and Proposal Con 2015 in Seattle, WA. Capture and proposal professionals – be they managers, coordinators, analysts, writers, SMEs, pricing experts, graphic designers, desktop publishers – work in one of the most time and compliance-sensitive fields. The stress can be palpable. So, it was truly invigorating to gather with 726 colleagues to share war stories, lessons learned, and best practices as well as recognize accomplishments with APMP Chapter awards. When you join APMP as a member, you affiliate with a Chapter. The APMP-National Capital Area (NCA) is the biggest in the U.S. and as such offers the best opportunities. You don’t have to be local to Washington, DC-Maryland-Virginia to affiliate with APMP-NCA. We have members spanning the country. Why? Because as the biggest Chapter in the nation, we offer in-person and virtual programs, networking, professional development, and educational opportunities that … Continue reading Bigger is better!