TArticles tagged with: capture

Think Positive for Positive Results

Attitude is everything

We’ve all heard the saying about the glass being half empty or half full. Your answer to this question can have profound effects on your proposal group and your bottom line win rate! About 20 years ago, I went through a divorce. It was the worst and most painful experience of my life. I lost two years grieving, feeling like a failure, and sitting on a real pity pot. My glass was completely empty. Thanks to lots of counseling, pastoral support, and the love of friends, I came through that period and learned that I have a choice today – the choice to be happy! And when I am happy, those around me are happy. It has become one of my primary life goals – to be happy. Studies have long shown that not only does success at work lead to individual satisfaction and happiness, but that happiness leads to … Continue reading Think Positive for Positive Results

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Agile Proposal Management – Proposal Team Roles

Agile practitioners value individuals and interactions over processes and tools

The Agile Manifesto talks about people, communications, the product, and flexibility. With respect to people, Agile practitioners value individuals and interactions over processes and tools. It takes a team to produce a winning proposal, and they must work together effectively through productive interactions. This does not mean that processes and tools are not important, but simply that the interaction between people on the team is more important. Team efforts to explore the requirements, work through solutioning, ghost the competition, and clearly identify corporate strengths is better accomplished through personal communication, brainstorming, and collaboration than by email, spreadsheets, documents, or automated analysis tools. Consider today’s tools that can generate the compliance matrix for you. When I use one, I still prepare my own compliance matrix, and often have another person do the same to compare our interpretations, cross-check each other, and to ensure complete comprehension. As you adopt an agile, Scrum approach … Continue reading Agile Proposal Management – Proposal Team Roles

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Importance of earned media to a marketing strategy

After our Top Ten ‘Go-to-Market’ Mistakes Made by Federal Contractors (click to watch webinar and download slides) webinar, we received a number of follow-up questions from viewers.  Q: How important is earned media to a marketing strategy? And, how can you get good media coverage in the government market? A (Kevin Young):  As you and I know, budgets are tight, ROI is critical, and earned (free) media plays a key role in the marketing-communications program mix. Print editors and broadcast producers all want pitches and stories that stand above the crowd, cut through all the noise, and provide value to their readers, viewers, and listeners. Here’s a snapshot of potential DC-market venues for your next call. Tier 1 Traditional/Social Media 1105 Government Information Group: Defense Systems, Federal Computer Week, Federal Daily, Government Computer News, Washington Technology (1105govinfo.com)Federal News Radio (federalnewsradio.com)Federal Times (federaltimes.com)Government Executive Magazine (govexec.com)Washington Business Journal (bizjournals.com/washington) WBJ FedBiz Daily … Continue reading Importance of earned media to a marketing strategy

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How experts got involved in capture and proposals – and what keeps them coming back: Part 2 of 3

How experts got involved in capture and proposals – and what keeps them coming back: Part 2 of 3 “How did you get started in capture/proposals?” is a question often asked when meeting new colleagues at a conference, seminar, meeting, or around a war room conference table. Answers vary from person to person and company to company, but most often practitioners became “accidental” capture or proposal professionals and discovered they love the excitement, colleagues, and “thrill of victory.” I asked a number of colleagues from small to large businesses how they got started in capture/proposals – and what keeps them coming back for more. Here are their responses. I fell into proposals when I was a programmer years ago. The company found out that I could write well and asked me to contribute to the technical approach on a proposal. As I moved from programmer to technical lead to project … Continue reading How experts got involved in capture and proposals – and what keeps them coming back: Part 2 of 3

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