Business Development Blog
Developing Risks and Performing Risk Burndown Analysis

Developing Risks and Performing Risk Burndown Analysis

The more novel your solution—the more your risk identification and mitigation strategy must show considerate and detailed analysis Experienced business developers must apply thorough risk burndown analysis to lessen exposures and overcome customer objections to ...
Important COVID-19 Measure Updates for Government Contractors

Important COVID-19 Measure Updates for Government Contractors

As promised, here are additional resources to support you as the COVID-19 situation continues to evolve. OST is a member of the GCN Council which is dedicated to advocacy for government contractors. Please, read this post to the end as we are providing important ...
How to Win Government Contracts: Nailing Your Proposal

How to Win Government Contracts: Nailing Your Proposal

Your chances of crafting a winning proposal will improve if you apply a disciplined process that ensures you address all of the requirements and customer needs. Veteran proposal managers know the process cold. They’ve been there, done that. As one of our ...
Information for Government Contractors Affected by COVID-19

Information for Government Contractors Affected by COVID-19

Here are some important updates on help available for Government contractors. Applying for All Possible SBA Loans Hopefully, your company has already applied for all the loans and grants available to date, not only on the federal but state and county levels. In ...
How to Develop Strong Win Themes For Your Proposal

How to Develop Strong Win Themes For Your Proposal

Win Themes Are Reasons to Buy—But Are They Your Customer’s Reasons? Experienced proposal managers know that proposal win themes are the key benefits you’re bringing to the customer’s RFP. But as so often happens in the haste of proposal development, win themes ...
Government Contractor Guidance Regarding the Pandemic

Government Contractor Guidance Regarding the Pandemic

Things change every day and sometimes by the hour with the growing pandemic. Government contractors’ lives have been upended and we are all worried about the future. At OST, we are working hard to help our clients stay cash positive and advocate for all government ...
Federal Proposal Editing: Here’s What You Missed

Federal Proposal Editing: Here’s What You Missed

Proposal managers often get to wear different hats. I am stating the obvious, I know. We do not always get to stand back and orchestrate the overall effort of a winning proposal. Often we have to also get down in the trenches and perform last-minute capture management, fill out pricing and contractual forms, write the technical sections when the Subject Matter Experts are unavailable, and dare I say we even have to edit the proposal after we have written most of it ourselves. Editing begins early in the proposal writing process and continues throughout the lifecycle, but no matter what stage you are pulled in to edit, it is a distinct task in a proposal’s lifecycle that requires a specific skill set. Editing includes cutting and strengthening text for readability and impact, bringing consistency to diverse materials, achieving a “single voice” in a proposal, and even making your writing sing.
Brainstorming the Blank Proposal Page

Brainstorming the Blank Proposal Page

The Catch-22 of Government Proposal Graphics Too often, the central graphic that supports the benefit and the win theme of a proposal section is the last thing the author thinks about. Why? Proposal managers and volume leads might not regard themselves as visual ...

Invest in Your Business Development Education

As a business owner, we know you recognize that you are ultimately responsible for achieving excellence in business development, which requires constant honing of your skills. Proposal professionals must constantly look for new training and professional ...
3 Ways to Become a Better Federal Proposal Writer

3 Ways to Become a Better Federal Proposal Writer

A proposal is a sales document. It’s not a technical paper, a white paper, or a point paper. When you create a proposal, you must convince your client to buy from your company. A professional proposal writer needs to demonstrate mastery of knowledge, expertise, ...
Competitor Analysis with a Freedom of Information Act (FOIA) Request

Competitor Analysis with a Freedom of Information Act (FOIA) Request

The Freedom of Information Act (FOIA) requests are a critical element of business development and capture. This is how you learn about a pursuit’s history and your competition. The problem is – FOIA requests are tricky: They take forever to obtain – so someone needs to carefully track them and follow up relentlessly to get any results – sometimes taking months and rendering your requests useless for your capture effort.
How to Effectively Read a Request for Proposal (RFP)

How to Effectively Read a Request for Proposal (RFP)

As the saying goes, “well begun is half done”. Reading an RFP effectively is crucial to the rest of the proposal development process to eliminate sections rewritten over and over, omitted requirements, and ultimate lost of a proposal.
A Great Proposal Kick-Off = Smoother Proposal Development

A Great Proposal Kick-Off = Smoother Proposal Development

I have a proposal horror story that involves a late and unprepared kick-off: When I was working in a corporation, we got a sudden "you must bid" directive from upper management. At a so-called kick-off, we sat in a room together reading the RFP, with senior people calling all of their contacts, trying to gather last-minute teammates to patch up holes in our strategy, and figuring out who was going to write what section. This was well after the RFP had dropped, with only two weeks left before submission.
How to Entice a Prospective Teaming Partner to Team with You

How to Entice a Prospective Teaming Partner to Team with You

This is our final article in the Finding Contracting Teammate series. The first article explored the advantages and risks in teaming. The second article explained our detailed process for finding federal contracting teaming partners the right way. So, let’s say ...