Business Development Blog
Strategies for Penetrating Government Market for the First Time

Strategies for Penetrating Government Market for the First Time

Here are some realistic strategies for penetrating the market if you don’t have extensive government connections. We will start with the easiest approach and end with the most challenging entry method. 1.     Start as a subcontractor to an established government ...
Win The Next Proposal with Great Graphics

Win The Next Proposal with Great Graphics

Graphics will always prevail over text. Quite simply, they are infinitely more effective at presenting your marketing and sales message. No company would issue a marketing or sales brochure without images. Yet people routinely underuse graphics in ...
Polaris Draft RFP Update

Polaris Draft RFP Update

The General Services Administration (GSA) updated the draft RFP for Polaris, the agency’s new small business IT services contract that replaces the $15 billion Alliant 2 Small Business contract. The latest version of the Polaris draft RFP adds a Pool reserved for ...
Five Reasons Your Proposal Writers Struggle

Five Reasons Your Proposal Writers Struggle

Proposal writing can be challenging for many people. Subject matter experts (SME) often enter the engineering or technical fields because their strengths are in detail-oriented, technical work. They probably did not anticipate they’d be asked to write proposals. ...
Seven Signs an RFP is Wired

Seven Signs an RFP is Wired

When you face a bid-no-bid decision and look at the Request for Proposal (RFP), you need to watch out for signs from the Government that suggest, “I know what I want and who I want to buy it from, but my Contracting Officer is forcing me to get competitive ...
Don’t Guess on Your Price

Don’t Guess on Your Price

Evaluators choose a proposal based on two things: your written proposal and your price. In order to find the best price for your proposal, you need to understand how to perform bid opportunity-specific competitive analysis. Black Hat and Price to Win (PTW) ...
Foundations of Proposal Management

Foundations of Proposal Management

A Proposal Manager is the single point of accountability for delivering a compliant and compelling proposal on time and on budget. It’s your job as the proposal manager to make sure your team is working well together, producing high-quality content, and meeting ...
How Do You Build Great Win Themes and a Win Strategy?

How Do You Build Great Win Themes and a Win Strategy?

Win Themes are pithy, memorable phrases in a proposal that tell the government customer exactly why they should choose you — not your competitors — for a contract. Win Themes explain the benefits you can bring the customer through your solution, and they’re ...
Track the Right Metrics

Track the Right Metrics

Business development metrics offer insights into your business that help you maximize your growth and success. For example, your win rate has a major impact on how many opportunities you need to qualify, capture, and bid on to make your target revenue goals. If ...
Find the Right Opportunities for Your Company

Find the Right Opportunities for Your Company

Finding the opportunities starts with identifying your ideal set of customers through market research who buy what you sell, and who have money to buy. You first need to define the profile of your ideal opportunity. Here are some of the parameters you could ...
How Can You Be Persuasive with a Story in a Proposal?

How Can You Be Persuasive with a Story in a Proposal?

Part of persuasion is getting people to understand your point of view. It is convincing someone that what you’re saying is true and that they should do what you suggest. With proposals, you don’t have the advantage of being face to face with your customer. You ...