Last time we talked about having enough opportunities in your pipeline so that even after you have a flood of solicitation releases and you forego some opportunities because you are short-staffed, you have enough to bid on during the months when it’s barely a trickle....
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 supported...
Last time, we described the opportunities pipeline and why it doesn’t look like a straight pipe. It looks like a funnel with a series of progressively thinner pipes with increasingly finer filters in between them. Today, we will talk about another reason to have...
Many government contracting business owners ask us: “How many opportunities per month do you need to find so you can submit enough proposals to reach your financial goals?” The answer is somewhat detailed and has three parts with information we will send to you in...
Most problems that surface when government contractors struggle with writing winning proposals are systemic, upstream issues related to flawed opportunity identification, qualification, and capture, not the just proposals themselves. If a company bids on an...
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 your...
