The Seven Deadly Proposal Sins, Part 5: Sloth

In our series covering the Seven Deadly Proposal Sins started last year, we have discussed the first four: Pride, Gluttony, Greed, and Envy. These covered the common mistakes and misconceptions we have come across throughout our work as business development...

How to capitalize on IDIQs

It seems that the tides have turned in the Government contracting world firmly in the direction of IDIQs and GSA/VA schedules. If you are the Government, it is hard to imagine why it would not be the case. Instead of a lengthy 12-18 months procurement process, the Government can award a contract in two to four months, reducing risk of protest. In addition, the budget approval and end of the fiscal year window shrinking, it is hard to imagine that anything will change any time soon.

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...