TArticles tagged with: Brenda Crist

Five Tips for Describing Complexity

Earn the best possible score for demonstrating complexity

Most requests for proposal (RFPs) ask you to define past performance in terms of relevant size, scope and complexity. The term size is easy to understand because it is numeric. Size refers to the dollar value of the contract, the number of staff, the number of users served, the number of locations served, etc. Scope is also easy to understand too. We simply compare how well the requirements in the RFP’s statement of work or align with those of our past performance reference. For example, in the case of a help desk, does the help desks deliver the same tiers of service, support the same equipment, or use the same tools and processes to perform their jobs? However, the term complexity is vague. Complexity could involve many factors including the: Involvement of many teams or stakeholders Numerous moving parts Numerous schedule dependencies Aggressive project timelines Budget / restraints Work in … Continue reading Five Tips for Describing Complexity

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12 Tips to get the most out of your B&P dollars

Through careful planning there are measures you can take to stretch your B&P dollars

Every time I go shopping, I try to stretch my dollars to get the best possible products for the most favorable prices. Consider using your Bid and Proposal (B&P) funds in the same way. Spend just enough money to create a winning proposal and use the leftover cash to fund new bids, improve your B&P infrastructure or enhance your team’s skills. However, maximizing your B&P is difficult due to unknown variables. Changes in the customer’s priorities and budget, moving Request Proposal (RFP) release dates, unforeseen RFP amendments, and internal workforce constraints can easily derail a B&P budget. However, through careful planning there are measures you can take to stretch your B&P dollars, including the 12 tips listed below. Identify the amount your company can comfortably spend on B&P, without impacting its competitive edge or profitability. Create mock customer score cards and debrief statements to help identify the level of effort … Continue reading 12 Tips to get the most out of your B&P dollars

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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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