TArticles tagged with: capture management

Creating a unified corporate focus on winning new business through knowledge management

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[1] 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 →

5 tips for improving your business pipeline and bottom line

Highly profitable businesses are agile. They devote time to researching new bids and pruning their pipeline to maximize their win rate. Their bid staff keep a challenging workload, yet they have enough time to focus on each bid. Does this sound like a wishful thinking? It doesn’t have to be. Here are five tips that can help re-energize your businesses pipeline and increase your win rate. 1. Devote time to creating a realistic 3-year pipeline Create a realistic 3-year pipeline as a baseline. Expedite your search for potential bids by investing in commercial databases, go-to-market services, and competitive analyses. Weight the pipeline with conservative bids. Allocate a smaller part of the pipeline to more aggressive bids that either need heavy bid and proposal (B&P) investment, minimize your profit potential, or focus on new customers or new lines of business. 2. Implement a status dashboard and an integrated master schedule (IMS) … Continue reading 5 tips for improving your business pipeline and bottom line →

Behind the curtain: A look at the government’s hidden market

Federal contractors realize that they must own multiple award contracts to compete

By now, federal contractors realize that they must own multiple award contracts to compete in the $95 billion federal market. (If we subtract classified spending from this figure, fiscal 2017 IT spending topped $80 billion). Meanwhile, IT modernization and related initiatives such as strategic sourcing, category management, and Better Buying Power are dramatically shrinking the number of prime contracts. Best in Class (BIC) preferred and mandatory vehicles are further decreasing buying options. If you don’t have the MACs, you simply cannot compete. If you don’t believe me, look at the numbers. In 2012, according to Bloomberg Government, the federal government spent $6 billion on IT products and services through IT government wide acquisition contracts (GWACs). Overall, by 2017, that figure topped $13 billion with well over 60 percent of IT spending happening through GWACs and other MACs, including agency-specific IDIQs. In that same period, set-aside spending on MACs grew 137 … Continue reading Behind the curtain: A look at the government’s hidden market →

The SUPER Small Business Task Orders

Twenty Super Small Business Task Orders with combined ceiling values over $1.3B

In FY18, 20 Super Small Business Tasks Orders (TOs) with combined ceiling values of more than $1.3 billion and spending to date of more than $1.2 billion will exceed their ultimate expiration date and become eligible for competition (see Exhibit 1). We define a Super Small Business TO as an individual TO awarded under the umbrella of an Indefinite Delivery/Indefinite Quantity (IDIQ) or Government-Wide Acquisition Contract (GWAC). We required that the IDIQ or GWAC contain a selected pool of contractors who compete on request for TO proposals. We ensured all TOs had a distinct primary contract vehicle number and TO contract number and that all TOs were set aside for small business. To find the Top 20 Small Business TOs, we looked for TOs with an ultimate expiration date of no later than September 30, 2018 and whose primary requirement and NAICS code was for either information technology (IT) or … Continue reading The SUPER Small Business Task Orders →