Insights Blog

Back to basics – spring cleaning

As I sit here working on this blog post, I have my office window open to enjoy the 70-degree What a treat! Where did winter go? I need to get outside for a walk – this time for sure! day. Hyacinths, daffodils – and dandelions – are in full bloom, Easter candy taunts me from its hiding place, and visions of spring cleaning dance in my head. Now spring cleaning to me means a couple of things (besides my dreaded house-related projects!): Office projects—sorting the pile of papers that’s accumulated in my office (though, thanks to my iPad and my practice of organizing to read later docs and filing them in DropBox, it’s not nearly as high as it used to be!) along with organizing the I’ll put it away later Xerox box of full of stuff. Personal growth projects—assessing my current career path, thinking about the projects and proposals … Continue reading Back to basics – spring cleaning

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Top 10 Reasons to Vote Your Color Team Reviewers Off the Island

We all know that proposal color teams reviews are valuable. When done correctly, color team reviews are the most cost-effective way to improve a proposal. These color teams provide an independent, comprehensive review of how the proposal strategy, solution, compliance, responsiveness, and value have been addressed in the document. In an ideal situation, proposal writers get collaborative, constructive guidance to improve the proposal. A solid independent review shows us where we’ve gotten too close to our topic to make good cuts and adjustments. We all recognize, however, that some reviewers don’t really seem to understand how to provide the clear, constructive guidance we all need and appreciate. Those are the reviewers you just want to eradicate at the end of a long review session. Here are my top 10 reasons to “vote a reviewer off the island” (and what we really wanted from them): 10. Reviewers think they’re graphic artists … Continue reading Top 10 Reasons to Vote Your Color Team Reviewers Off the Island

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Top 5 reasons to gather info about business opportunities – and what to gather

There are multiple reasons to gather information about an opportunity. 1. We need to confirm the four opportunity elements listed in our previous blog post, 4 Major Elements of Qualified Business Opportunities. 2. We have to ensure that no organizational conflict of interest (OCI) situation exists that will affect our business—such as our already holding a contract that specifically precludes our bidding on the identified opportunity. 3. We need to work internally and with any teammates to determine ways to influence or shape the procurement—ethically, of course—and to gather details continually to support our ongoing Bid/No Bid assessments. 4. We need to determine the who, what, where, when, why, and how to qualify an opportunity. We want to: Identify our strengths and potential gaps related to the opportunity Gather necessary information to tell our story before RFP release Scope the size of the opportunity and identify resources for success Determine … Continue reading Top 5 reasons to gather info about business opportunities – and what to gather

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4 Major Elements of Qualified Business Opportunities

It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so. –Mark Twain Determining if there is actually a business opportunity for our company is the first step in business development (BD). The government competes thousands of procurements each day, and not all of them are suitable for our company to bid. Picking those that are a good fit—and turning down those that are not—is one of the most important decisions we can make in winning government contracts. We can use multiple approaches to identify potential opportunities. Key parameters such as historic buying patterns, projected industry trends and demands, and revenue and market share can help shape our understanding of future opportunities. We can use personal relationships (current and former clients, retired agency personnel); hire marketing consultants; use agency forecasts or research services (e.g., Deltek); and conduct primary research (agency … Continue reading 4 Major Elements of Qualified Business Opportunities

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