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Working with project managers on recompetes: Project manager as an ethical spy (Part 2)

This week, Lisa Pafe provides additional insights into how incumbents can work with their project managers when preparing for recompete procurements. Project managers have an enormous role to play in gathering competitive intelligence that the capture manager can use to build recompete win strategies. Because the project manager is on-site, the capture manager can coach the project manager to serve as an ethical spy in preparing for a recompete: Who is visiting with the customer? Who has offered brown bags, seminars, and other freebies? What other companies are working for this customer? Because the project manager knows the scope of work intimately, (s)he knows what is most important to the customer. Capture and project management working together can ethically influence the new solicitation to favor incumbent discriminators. For example, if evaluation factors rate key personnel, relevant past performance, and seamless transition as of greatest importance, then the incumbent has an … Continue reading Working with project managers on recompetes: Project manager as an ethical spy (Part 2)

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