Articles tagged with : winning proposal

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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Winning solutions begin with a winning proposal team

Crafting a winning solution is an intellectual challenge, but it is also a team challenge. No proposal is won by an “I”; all are won by a team. Yet no matter how many masterminds you assemble, the proposal team is often its own worst enemy. As a proposal or capture manager, how many times have you thought you did everything right? You develop the win strategy, win themes and discriminators; shred, outline and storyboard the RFP; pick solid teaming partners and issue data calls; and assemble a team of experts to architect, write and review…only to result in a color team draft that offers a non-compelling or even non-compliant solution. With a proposal draft that does not reflect the winning vision, what happened? Let’s step back from the proposal solution, and take a look at the team. Proposal teams are short-term, often hastily assembled, and face enormous time constraints. People...

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Do’s and don’ts of lowering your proposal costs

I used to think that no one would have the audacity to say you’re spending too much on proposals as long as you were winning. With companies falling short of revenue goals, however, most certainly there will be downward pressure on all operating costs, including proposals costs. There are easily 50 ways to reduce proposal costs, but regrettably 45 of these will also lower your win rate. The challenge is to reduce proposal costs without reducing your win rate. We have done a lot of work on win rates and ways to reduce proposal costs. Here are some ideas that work and some that don’t. Compensation levels for proposal professionals With few exceptions, reducing proposal costs is all about reducing the total amount of labor needed to create a winning proposal, not reducing the hourly rate paid to the workforce. In the proposal field, you pretty much get what you pay...

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Best of AppMaven 2012: PC/iPad tools and apps that deliver on a shoestring budget

Association of Proposal Management Professionals (APMP) Bid & Proposal Con 2012 Presentation

Proposal gurus fuse many specialized elements to develop winning proposals. Leverage AppMaven’s time and effort-reducing PC tools, iPad apps, and tricks to develop and manage your proposals more efficiently and effectively. This real-time demo presents the “best of” Beth’s 2010 and 2011 APMP Intl. and Regional Conferences demos of cost-effective PC/iPad tools & apps – plus new tools and apps – and provides reliable tips and advice on using them to increase your winning proposal capabilities. Many tools are inexpensive/free and useful for one-person to large proposal organizations (commercial and government) developing small to large proposals and task order responses. Download the booklet - AppMaven's Favorite PC and iPad Tools 2012_Beth Wingate you can use every day to reduce the time it takes to do your job. Refine your proposal development and management capabilities using these tools and create proposal magic on a shoestring budget! Download AppMaven 2012_APMP Bid and...

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