Articles tagged with : Proposal doctor

Focusing on proposal priorities, not on fires

Dear Proposal Doctor, How can I be sure that I am spending my time in the best way possible when I seem to spend all day responding to crises? If a company is about to jump off the team, I have to deal with that right away. If my best writer just landed in the hospital, I have to replace that person right away. If files are lost, I have to get to the root cause and fix our version control process. So many things happen in the course of the day. So many fires to put out. It’s hard to stay focused on what is truly important. Is there a methodology for organizing time on a proposal? The Fireman Dear Fireman, This is a great question, and a difficult one. We can’t manufacture more hours in the day, so allocation and best use of each hour is critical. Methodologies...

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Pounded by Pricing

Step up and get engaged

Dear Proposal Doctor, Please help. I am mid-way through a large and important government bid. The two or three people who have all the knowledge we need to document the solution are in pricing meetings that go on for hours, and by the time they start working on the non-price aspects of the proposal, they are exhausted and not productive. I’m worried that we are going to miss interim deadlines and have to rush through our reviews and document production cycles. I don’t know what to do because the pricing activity is like a "black box" to those of us who are not involved. How can I change the priorities of these key people? Pounded by Pricing Dear Pounded, Actually, it might be your priorities that need to change. Although proposal managers have often steered clear of pricing, it is an essential element of the proposal and one that is...

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