Business Development Blog

Growing Your Business from Small to Large

I am wrapping up a proposal effort for a small 8a business that's bidding on its first full-and-open competitive government contract. They made many wise decisions and invested a lot of money, sweat, and sleepless nights into making the right start. It stretched ...

10 Tips for Winning Fast-Turnaround Proposals

Happy Halloween, everyone! It is sunny and chilly here in DC, and I am sneaking a minute to make a quick blog post during my short break during a gold team review. I have written a new article that you may find helpful in these uncertain economic times, that ...

Making it through the proposal season

Ah, back to the intense proposal season, when I am starting at 5 am and not done until midnight. There is always just too much to do, no matter how large is the team, and how well I delegate. Fast turn-around, page-limited proposals are quite a trend these days as ...

Business Developers How Are Your Time Management Skills?

Like many type-As that are drawn to the business development professional, I have been feeling frustrated at the end of the day because I chronically didn't get enough done. I studied at least five different time management techniques before and dabbled in all ...

Win rates: marketing ploy or a real metric?

I had a planning lunch today for my September 17 presentation at the APMP roundtable event, when a fellow proposal consultant self-admittedly got on a favorite soap box. His pet subject was criticizing the whole notion of win rates as a metric for proposal ...

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The Secret of High Win Rates – Part 2

I just saw an interesting interview in Washington Technology, Capture Management Requires Planning, a conversation with Bob Lohfeld by David Hubler. I know Bob Lohfeld since he is a fellow member of the Board of Directors of the APMP. He is a veteran business ...

The Secret of High Win Rates – Part 1

The other day a new OST client commented on another company that used Shipley processes, and seemed to do everything right to organize their proposals, but kept losing one bid after another. I said that there are many things that make a difference between ...