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Words in this Issue: 492
Time to Read: 3 minutes
10 Tips for Winning Fast Turn-Around Proposals
You don't need a crystal ball to see that a shaky economy
is sure to lead to further budget tightening-- not only for
households, but also for government agencies. I am not an
economist, and I'm not one for popular gloom-and-doom predictions,
but I can safely guess that competition in proposals may tighten
even further with fewer opportunities to bid on. Even if this
is a short-term crisis, the evolution of acquisition laws
with an ever-increasing demand for competition is continuing.
For example, this September, the Congress passed the fiscal
2009 National Defense Authorization Act that mandates changes
to contracting regulations, including more competition for
task and delivery orders.
In these difficult times business owners and business developers
have only two courses of action available to them:
- Tighten your belts, bid on fewer proposals, cut costs,
make even greater use of your overworked in-house resources,
and hope to win on price based on lower rates. Hunker down
and hope that your company survives until good times come
around again, hopefully by 2010-2011.
- Increase your proposal development capabilities, bid on
multiple award contracts, and look for hidden opportunities
in your existing IDIQ and GWAC vehicles by sharpening and
refining your approach to winning task orders.
Most companies, including your competition, will be doing
less and doing with less: they will cut down marketing, they'll
reduce spending on capture, and they will not make the investments
into building a better proposal capability.
For you, now is the time to take action. More importantly,
now is when you should allocate some time and money to implement
smart measures that will help you sail through the hard times
and prepare for the new competitive environments. Kevin Plexico,
senior vice president of operations at Input, recently said
that with no major single contract awards coming in 2009,
contractors should position themselves to go after recompeted
awards and task orders and multiple award vehicles, the latter
of which now account for about 30 percent of government contracting.
To get you ready, here are my 10 tips for getting
your short turnaround proposal win rate way up:
1. Train and equip your operations personnel
to become your sales force...
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here to read the entire article online.
Register Now
It's not too late to register for the highly popular Writing
Better Proposal Sections in Half the Time, a five-week
webinar which starts on November 6. If you are looking
to write faster and better, and learn how to get your techies
who are uncomfortable with writing develop winning proposal
text and graphics, this webinar is for you. You can register
at www.ostglobalsolutions.com/training/schedule/schedule.htm.
Please contact me with comments and feedback, or for your business development needs!
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email: OTaylor@OSTGlobalSolutions.com
phone: 301-384-3350 (Intl + 1)
web: www.OSTGlobalSolutions.com
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OST Global Solutions, Inc.
Your resource for Capture and Proposal Management
Tel. 301-384-3350
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you would like to reprint or reference this article, please, contact us
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Copyright 2008, Olessia Smotrova-Taylor and OST Global Solutions, Inc.
All rights reserved.
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