The beginning of the year is a great time for proposal professionals to evaluate their professional development and schedule time to polish their skills. So, let’s take a test on how you would rank yourself in comparison to key competency areas defined by APMP – the Association of Record for Bid, Proposal, Business Development, Capture, and Graphics Professionals. Rank yourself on a scale of high/expert, medium/intermediate, or low/novice. Keep in mind that the Harvard Business Review indicates that 10,000 hours of practice (about 1 year and 51 days total) is what you need to gain “expertise” in a field. Functional Area Expert Intermediate Novice Capture plan development Client interface management Compliance matrix development Content plan development Executive summary development Graphics development Information gathering Kick-off meeting management Knowledge management Negotiation management Opportunity qualification Outline development Process management Production management Proposal review management Proposal strategy development Proposal strategy review Requirements identification Risk … Continue reading Rank your BD, capture, and proposal skills against APMP key competency areas
Typically, as proposal managers, we do not have complete control over who is on our response team. The team is usually some combination of who is best-suited to help win this opportunity and who is available. The team is most often comprised of professionals with varying degrees of competency, experience, and commitment. Team members may cycle in and out, depending on the phase of the proposal process or other circumstances such as re-assignment to another high priority activity, leave due to vacation or illness, or dismissal due to lack of fit. Team members may be onsite or remote, increasing the level of complexity related to team-building. Partner companies on the team may have their own agendas. So what is a proposal manager to do? Here are five ideas that I have implemented successfully: 1. Don’t get stuck storming! All teams go through five developmental stages that psychologist and educator Bruce … Continue reading Five ideas to help your teams (and yourself)!
We received a lot of audience questions during our recent Top 20 bids for 2017 webinar. Here is part 1 of our Q&A. Question: Although a number of government procurement leads are stating their acquisition strategy will be based on “best value,” they list both LPTA and technology/price trade-off as viable decision tools. When technical proposal evaluators are not able to “significantly” differentiate offers, contracting officers almost always default to LPTA. So, when do you think real best value awards will be “here to stay”? Bob Lohfeld’s Answer: In my opinion, best value tradeoff procurements need two things to occur before they will be “here to stay”. First, we have to have a rising federal budget. In times of sequestration and budget reductions, agencies simply don’t have enough money to buy what they need and instead default to buying what is cheap. Second, agencies have to realize that buying on … Continue reading Q&A Part 1 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline
Federal contractors have a lot of questions about procurements in 2017: How can you build a successful 2017 pipeline and align capture and proposal staff early given the prevailing market trends? Which procurements will continue on schedule and which will slow during the upcoming presidential transition? Are Category Management and IT Modernization bipartisan in nature, or will the change in administration stall these initiatives? Will we continue to see the trend towards greater use of Multiple Award Contract (MAC) vehicles and a greater percentage of small business set-asides? Will mid-tier companies find any relief, or will they continue to struggle in the new market? Listen to our government procurement experts’ insights on the Top 20 bids for 2017 and the market trends that will affect how you build your pipeline. Get help prioritizing and focusing on upcoming opportunities likely to stay on track, while understanding the impacts on initiatives that … Continue reading [Webinar replay] Top 20 bids for 2017—and the market trends that will affect how you build your pipeline