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4 strategies that can kill your recompete

Love is not an evaluation criterion in federal procurements

I regularly get calls to review capture strategies for companies competing on “must win” procurements. I have done an equal number of these reviews for companies during the time when they were in their capture phase (before the final request for proposals is released), during their proposal development phase when everyone was working hard to write the winning proposal, and, regrettably, after the company had submitted its proposal and been told that they had lost their “must win” deal. Often these procurements are for contract recompetes, where the company is the incumbent contractor performing the work. There is a common thread among all of these reviews—incumbent contractors all too often focus on the wrong strategies. I thought I would share some of these losing strategies with you in the hope that you don’t take your next “must win” recompete down the same losing path. 1. They love us Every incumbent contractor,...

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How to screen and interview proposal managers?

Dear Proposal Doctor, My organization is woefully short of proposal managers and I have been under pressure to hire more. We advertise in the usual places and we get applicants. The interview process does not seem to be a good predictor of who will be effective and who will be a good fit with our environment. No matter what questions we ask, we don’t seem to find out the right information. Sometimes we are pleasantly surprised; more often, we are not. This means we might be actually turning away the candidates we should be hiring. What are the right questions to ask? I am wondering how other people screen applicants for this position? -Immersed in Job Interviews Dear Immersed, You are correct. Proposal management is not a textbook subject, so it is difficult to ask “the right” questions. People can claim to have certain skills and attitudes, and they might...

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