TArticles tagged with: proposal development

APMP – Chesapeake Chapter Webinar – Don’t Get Your Bid Kicked Out! | December 2, 2020

DATE: December 2, 2020 TIME: 12:00 – 1:00 pm LOCATION: Online CLICK HERE TO REGISTER Solid advice for improving your bid’s compliance and responsiveness. Sponsored by APMP Chesapeake Chapter Large government-wide acquisition contracts like GSA’s MAS and NITAAC’s CIO-SP4 contain hundreds of requirements and missing one could get your bid kicked out or significantly lower your score. Contracting Officers and Specialists often look for reasons to reject bids rather than keep them in play to reduce their evaluation burden. Former GSA Contracting Officer Jacob Bertram provides solid advice for improving your bid’s compliance and responsiveness to lower your risk. There will be time for Q&A after Jacob’s presentation, and you may submit your questions in advance to apmpcc.chair@gmail.com. WEBINAR LINK AND DETAILS WILL BE EMAILED WITH YOUR REGISTRATION CONFIRMATION. If you do not receive a confirmation email within 12 hours, check your spam folder. Jacob Bertram is a principal consultant … Continue reading APMP – Chesapeake Chapter Webinar – Don’t Get Your Bid Kicked Out! | December 2, 2020

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A Way to Help Project Managers and SMEs Write Better Proposals

Many struggle to contribute responsive and compelling proposal content.

Project managers and SMEs are the backbone of many organizations. They have a combination of technical knowledge and communication skills that effectively feeds needed information to customers, bosses, and subordinates. You would think that such people would be great proposal writers, but many of them struggle to contribute responsive and compelling proposal content. Even those who are champion report writers or study leaders can have problems developing great proposal content. Why is this? Let’s look at the job of a project manager. She is charged with delivering some sort of product or service. Regularly, she must explain the objectives and approaches being taken to deliver that product/service. She is providing information about progress and obstacles, and making recommendations to upper management, customers, even subordinates about courses of action to address the issues and challenges of the moment. Most of her communication is about informing people about aspects the project—about the … Continue reading A Way to Help Project Managers and SMEs Write Better Proposals

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A winning proposal isn’t always the best

A proposal can be the winner for reasons unrelated to proposal quality

This article was originally published March 4, 2020 on WashingtonTechnology.com Is a winning proposal a good proposal? Some argue that by definition, yes, a win is a good proposal. However, we all know that a proposal can be the winner for reasons unrelated to proposal quality—such as a price shoot out. Therefore, when we look back at our win-loss track record, we miss a lot of important data if wins and losses are the only measures of successful performance. As a result, we may re-use a poor-quality proposal or dismiss a losing proposal that has some successful elements. Are your proposals good? In a Deltek webinar, Bob Lohfeld polled the audience to ask: “Are your proposals compliant, responsive, AND compelling?” Interestingly, only 15 percent of 150-plus respondents believed that their proposals were consistently achieving all three measures of quality. Another 35 percent responded that their proposals sometimes achieved all three. … Continue reading A winning proposal isn’t always the best

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Applying an Agile Tool to Make Your Proposal Processes Better

Using lessons learned from each proposal effort to improve our approach the next time

We talk about it in our proposals. We know it works. Agile practitioners take it seriously and are diligent about its use. What is it? It’s the idea of using lessons learned from each proposal effort to improve our approach the next time. In the Agile Scrum world, they call it a Retrospective. APMP best practices suggest that conducting a lessons-learned review on each major bid opportunity is a critical best practice.  APMP suggests that after a proposal is submitted, the proposal team meets to discuss: What went right? What went wrong? What deficiencies can we correct in processes or approach, and what winning processes/methods should we repeat on future opportunities? Lessons learned should be well documented and stored for others to access and reference on future opportunities. I suggest that rather than wait until the proposal is submitted, we have our proposal teams capture lessons learned across the proposal lifecycle. … Continue reading Applying an Agile Tool to Make Your Proposal Processes Better

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