
How to do more with less is an age-old question. The simple answer is that we must increase productivity to achieve maximum results for time and effort expended. In the proposal world, productivity means more than generating more bid activity; it means generating more wins within resource constraints. Typically, as companies in the government marketplace grow, they spend a greater percentage of money on bid and proposal (B&P) costs. This indicator makes sense, as larger companies pursue larger and more complex opportunities. Pre-RFP, the cost of maintaining an adequate pipeline, training personnel, maintaining teaming partners, researching competitors, investing in tools, pursuing capture and solutioning activities, and maintaining databases and repositories all mount. These investments may or may not pay off with wins, so they are good places to seek cost savings. Often, companies keep pouring money into capture activities and tools without also undertaking adequate gate reviews and making informed … Continue reading Doing more with less is all about Strengths