Hindsight is 2020. You don’t want to look back at 2020 and regret missed opportunities. The new year brings a lot of uncertainties – but one thing IS certain. To win, you need to differentiate your company and your offers from the competition. The new fiscal and calendar year bring budget uncertainties, flat budgets due to cost cutting initiatives combined with modernization and emerging technologies, and perhaps even threat of recession. Opportunities to win new business and retain existing contracts may shrink due to these trends as well as category management and Smart Buying initiatives. Staying viable requires a carefully crafted discriminating value proposition in a crowded marketplace. To remain relevant in 2020 and beyond, prepare yourself and your employees. Harvard Business Review recently stated that “The future of learning is three ‘justs’: just enough, just-in-time, and just-for-me. It means that training is going to have to be just as … Continue reading Prepare for 2020 with Training!
Business capture takes time and money, sometimes with few tangible results. How do you assess capture readiness for each opportunity in your pipeline? This webinar will explore Key Performance Indicators (KPIs) that help you measure and track capture progress, improve capture quality, and increase PWin. Presenter: Lisa Pafe, CPP APMP Fellow and PMP, Vice President of Lohfeld Consulting Group, brings nearly 30 years of capture and proposal experience. She is the past APMP-NCA President and also served as Vice President and Speaker Series Chair. She holds a BA from Yale University, MPP from Harvard University, and MIS from The George Washington University. Register: https://register.gotowebinar.com/register/2543654572866201346
The Federal Government is encouraging agencies to use Best in Class (BIC) government wide acquisition contracts (GWACs) to better leverage their buying power. In a January 5, 2017 report, Improving Government Operations, Helping Agencies Be More Effective and Efficient, the General Services Administration (GSA) stated, “OMB named several government-wide contracts, including a GSA contract, as best-in-class federal contracting vehicles for procuring laptops and desktops. This initiative has already produced negotiated savings of up 27% on IT Schedule 70 contracts.” On April 12, 2017, the U.S. Office of Management and Budget (OMB) formalized GSA’s prompting by published a memorandum, Comprehensive Plan for Reforming the Federal Government and Reducing the Federal Civilian Workforce. In the memorandum, OMB Director Mike Mulvaney declared, “Agencies should consider leveraging…External service providers, including those providers on best-in-class contracts as part of the category management effort.” Since 2017, the government has encouraged agencies to use BIC GWACs to … Continue reading Best in Class (BIC) contract vehicles and why you need them
How difficult is it to collect proof points, metrics, resumes, or past performance related to an opportunity you’re trying to pursue? One way to improve access to your organization’s information assets and improve your win rate is by improving your internal Knowledge Management (KM) system(s). What is KM? Davenport defines KM as “the process of capturing, distributing, and effectively using knowledge.” KM is a key element in successful business development (BD). Effective capture, storage, integration, and analysis of information is essential to understand and defeat your competition, create a winning solution, and represent your company as a capable, best choice for the job. Consider all the information you capture and maintain as a company: · Resumes · Past performance · Metrics · Boilerplate · Templates · Checklists · Best practices · Success stories and kudos · Financial data · Certifications and awards · Graphics · Debriefs · Lessons learned · … Continue reading Creating a unified corporate focus on winning new business through knowledge management