TArticles tagged with: competitive intelligence

How Much or How Little to Tell Staff About a Recompete

It’s better to inform your staff well in advance of any recompete

Companies have varying policies about how much they involve staff members in recompetes and when they do so. Some maintain an utter cone of silence except for the participation of the Project Manager. These companies usually don’t involve their staff because, they do not want to: Disrupt ongoing operations Alarm their staff and promote their risk of flight before they receive a new contract award Alert their staff to any staffing or pricing changes they are making such as the replacement of senior staff with more junior staff or a decrease in staffing levels However, this plan does not usually work, because if the company does not inform their staff about the recompete stage, a competitor will likely do so, or they will hear it through the office grapevine. Therefore, it’s better to inform your staff well in advance of any recompete for several reasons. For example, your staff can … Continue reading How Much or How Little to Tell Staff About a Recompete

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Discriminating your offer: 5 steps to competitive edge

As we look back on 2015 and ahead to the challenges of 2016, it is clear you must find ways to discriminate your bid from the competition. Discriminating your offer is especially difficult for service providers (vs. product providers) as the playing field is fairly level and more bidders are competing for less work. Market competition is a battleground, and your goal should be to win the war…or at least the must-win battles that comprise your target revenues. This edition of the APMP-NCA Executive Summary eZine focuses on discriminating yourself from the competition. In my experience, five steps are key to gaining competitive edge. Understand your industry. First things first! In order to discriminate your bid, you must know who your competitors are. Amazingly, many companies have cut their competitive intelligence capabilities due to budget constraints. Reserve enough B&P dollars to at least research your industry and lines of business … Continue reading Discriminating your offer: 5 steps to competitive edge

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How experts got involved in capture and proposals – and what keeps them coming back: Part 1 of 3

Ask anyone working in the capture or proposal profession how they got started in this “crazy” business (check out my “war stories” blog series), and you’ll get a different answer every time. There’s often an underlying theme in each response, though – most  folks never intended to become a capture/proposal professional. Once someone becomes immersed in this profession, however, a number of factors keep them coming back for more “excitement” year after year. I asked a number of colleagues how they got started in capture/proposals – and what keeps them coming back for more. Here are their responses. Necessity to grow my company. It’s swim or sink in the federal business. Over time I realized that to grow we need to be A+ at capture/proposal, so it has become our #2 priority – only behind serving our customers. –Hamid Moinamin, President, Inserso A friend of a friend asked if I … Continue reading How experts got involved in capture and proposals – and what keeps them coming back: Part 1 of 3

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Working with project managers on recompetes: project manager as proposal SME (Part 3)

Lisa Pafe’s previous blogs discussed how capture and project management can work together during recompetes to influence the customer and gather competitive intelligence. This week, Lisa discusses how the project manager must work with the proposal manager to provide essential information for the recompete proposal itself. In addition to providing customer and competitive intelligence, the project manager also has a role to play in helping the proposal manager gather artifacts that can be used as proof points for discriminators. Additionally, the project manager serves as an essential subject matter expert (SME) for the recompete. Before RFP release, the proposal manager should make a list of the artifacts the project team must gather to help support and prove the win themes, features and benefits, and discriminators. Some items the project manager can continuously gather and share include: Congratulatory emails Awards and certificates of appreciation Customer quotes and kudos Award fees achieved … Continue reading Working with project managers on recompetes: project manager as proposal SME (Part 3)

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