Government contractors who win the most pay a lot of attention to pre-proposal preparation and other activities aimed at raising win probability. This pre-proposal work is generally called capture. goal of capture is to gain a competitive advantage before an RFP is...
As businesses get smarter about writing Government proposals, competition for Government contracts is tightening. It’s tougher than ever to differentiate your business and technical capabilities from your competition. The knowledge and skills of how to win Government...
Join us with key speaker Olessia Smotrova, CF. APMP, President/CEO. Olessia has more than 20 years of experience in business development, communication, and marketing. She led winning bids for four out of five top Government contractors, winning more than $20 billion...
Go beyond mere compliance and learn to write compelling proposal content in half the time it typically takes. This course covers compliance but focuses on how to incorporate the correct writing process and persuasive writing in the proposal. This training covers...
The cardinal sin of any Government contractor is to lose the bread-and-butter contract that they rely on as a major revenue stream. This is a job they should know inside out. They have likely bonded with the customer and can recite the customer’s challenges and hot...
November 4, 2021 – November 5, 2021: 2-Day Course from 9am-5pm both days OST’s Advanced Capture Management class takes capture management to the next level, showcasing exactly what it takes to maximize win probability and mastermind the most effective win strategy. We...
The Department of Commerce (DOC) Office of the Chief Information Officer (OCIO) released a draft request for proposal (DRFP) for the upcoming Commerce Acquisition for Transformational Technology Services (CATTS) contract...
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...
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 proposals. You don’t...
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...
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. Some...
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 bids.” This...
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) analyses...
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 the...
OST President and CEO Olessia Smotrova taught a business development workshop to 48 veteran entrepreneurs this week at the Veteran Institute for Procurement (VIP) START Session. The course was a hands-on workshop reviewing a Government Request For Proposals (RFP)....
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...
