TArticles tagged with: proposal management

Proposal brain

Mental fatigue is real and can affect your proposal success

Do you feel forgetful? Is your thinking cloudy? Are you making mistakes? Are you scrambling your words? If so, chances are you have “proposal brain” or what some call “brain fry.” In my experience, working long hours over a stretch of several days without a break causes the problem and no amount of sugar, caffeine or binge watching your favorite shows can cure it. So, what causes this occupational hazard? I used to work with a doctor who chalked it up to mental fatigue or too many hours spent in front a computer screen without a break. Some people can go for several days without feeling the effects of proposal brain and some just hours. So, if you get proposal brain how can you to get rid of it? Here are five tips, I found helpful. Step away from the screen – Leave your office and go for a walk … Continue reading Proposal brain

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Agile proposal management—team values

I was recently asked if I have used agile for proposal management on a bid to the Federal Government. This individual was working on a proposal where the targeted contract provides agile software engineering services for a major Federal Agency’s mission support systems. The individual was considering the application of agile principles to the proposal process itself—a great way to demonstrate corporate commitment to agile philosophies! This is an idea I have considered for almost 4 years but have yet to find the right environment/opportunity to put completely into practice. I am a Certified Scrum Master and work on many bids that involve agile methodologies as part of the solution. I suggest the principles of agile and scrum provide opportunities to improve our processes and the outcome of our proposals—that is, improve our win rates. The Five Scrum Values—applied to proposal management In this and future articles, I’ll explore the … Continue reading Agile proposal management—team values

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Best in Class (BIC) contract vehicles and why you need them

The Federal Government is encouraging agencies to use Best in Class (BIC) government wide acquisition contracts (GWACs) to better leverage their buying power. In a January 5, 2017 report, Improving Government Operations, Helping Agencies Be More Effective and Efficient, the General Services Administration (GSA) stated, “OMB named several government-wide contracts, including a GSA contract, as best-in-class federal contracting vehicles for procuring laptops and desktops. This initiative has already produced negotiated savings of up 27% on IT Schedule 70 contracts.” On April 12, 2017, the U.S. Office of Management and Budget (OMB) formalized GSA’s prompting by published a memorandum, Comprehensive Plan for Reforming the Federal Government and Reducing the Federal Civilian Workforce. In the memorandum, OMB Director Mike Mulvaney declared, “Agencies should consider leveraging…External service providers, including those providers on best-in-class contracts as part of the category management effort.” Since 2017, the government has encouraged agencies to use BIC GWACs to … Continue reading Best in Class (BIC) contract vehicles and why you need them

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Creating a unified corporate focus on winning new business through knowledge management

How difficult is it to collect proof points, metrics, resumes, or past performance related to an opportunity you’re trying to pursue? One way to improve access to your organization’s information assets and improve your win rate is by improving your internal Knowledge Management (KM) system(s). What is KM? Davenport[1] defines KM as “the process of capturing, distributing, and effectively using knowledge.” KM is a key element in successful business development (BD). Effective capture, storage, integration, and analysis of information is essential to understand and defeat your competition, create a winning solution, and represent your company as a capable, best choice for the job. Consider all the information you capture and maintain as a company: ·  Resumes ·  Past performance ·  Metrics ·  Boilerplate ·  Templates ·  Checklists ·  Best practices ·  Success stories and kudos ·  Financial data ·  Certifications and awards ·  Graphics ·  Debriefs ·  Lessons learned ·  … Continue reading Creating a unified corporate focus on winning new business through knowledge management

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