One of the top reasons small federal contractors fail is poor business development (BD). You can see the evidence of this in failed Government contracts and lost federal proposals. In our experience, we’ve seen a few key characteristics that keep small Government...
Over the last two months, we’ve given you detailed descriptions of seven ways you can improve your federal proposals’ win probability (Pwin). So you don’t have to hunt for all seven articles and videos, we created this roundup post. Below you’ll find all seven methods...
Pricing strategy for a federal Government contract should be more insightful than simply trying to guess your competitors’ price points. Over the years, proposal professionals have evolved formal processes for performing robust competitive analysis. Failure to include...
We have reached the final installment in our series Improving Your Government Proposals’ Pwin. Today we are going over the importance of effective informal and formal proposal reviews. We address common mistakes committed by reviewers, and helpful practices you can...
In part six of our Improving Your Government Proposals’ Pwin series video we encourage you to use checklists and templates to improve your win probability (Pwin). Checklists and templates, when appropriately structured and used, speed up your proposal development...
In last week’s post, we focused on staying fresh and innovative with our proposal and capture processes. This week, we focused on a set of steps necessary to improve and optimize these processes. In part four of our Improving Your Government Proposals’ Pwin series, we...
This week, we continue with our seven-part webinar and article series on How to Improve Your Government Proposals’ Pwin. The first article focused on assessing your proposals’ performance, while the second explored changing business development culture. Today, we...
“Without continual growth and progress, such words as improvement, achievement, and success have no meaning.” -Benjamin Franklin Why does quality matter and improve Pwin in your response to a Government RFP (request for proposal)? It’s fairly common...
Hear from the experts on winning proposals. What was your Pwin on the last Government contract you won? Have you ever stopped to consider what factored into that decision? Maybe you submitted the best of many bad proposals. Conversely, when you haven’t won, have you...
Federal contracting capability statements are important to small rapidly growing Government contracting businesses. Your successes are worth celebrating but, as you become more experienced, you will find success harder to come by. What worked before may not work in...
This video lesson will help you get more productive in business development and master attention management. If you are overwhelmed by your to-do list and brave long hours, juggling BD, capture, and proposal responsibilities, you may find the tips we share helpful....
The beginning of the year is a good time to evaluate your company’s growth strategy. Are you headed in the right direction? Are you able to achieve your targeted booking goals and position yourself for success? Success leaves clues – sometimes it pays to emulate your...
If the trickiest part of proposals was the process of preparing a compliant document with text and multiple graphics for submission, winning would be a lot easier. In the end, answering every requirement may prevent a proposal from being thrown out, but getting the...
Average and great proposal managers are in two different professional leagues. Average proposal managers are in the world of completing proposals, while the great ones are in the world of winning them. Mastering two key skills will help an average proposal manager...
I once heard a joke about a proposal manager who died at a young age of 40 years old. At the Pearly Gates, he asks the Apostle Peter – why did you take me so young? I have been a good person, and done good deeds. St. Peter looks at him confused, and says – young? In...
Developing a Technical Solution is a Capture Activity and Frontloads your Proposal Effort. The technical approach is the meat of your proposal and is often scored the highest in best value, trade off analysis evaluations. It has to be innovative and make your proposal...
In this video, we talk about keeping the momentum during capture when the Request for Proposal (RFP) issuance date keeps slipping to the right. Your task is to continue completing action items instead of relegating your activities to the “important but not urgent”...
Everyone knows that if you don’t bid, you don’t win. There is much to be said about a thorough capture and bid-no-bid process, but companies that grow aggressively also write lots of proposals. If your goal is to submit more bids, then you must figure out how to write...
Over the past 12 years, we’ve seen a lot of proposals at OST, so let’s take a minute to reflect on the definition of a proposal and how you can make your proposals better. At its core, a proposal is a sales document, regardless of whether the recipient customer is...
Click Here to Download Slides Proposal color reviews, such as Blue Team, Pink Team, Red Team, Gold Team, White Glove, and others, are a proven best practice in developing outstanding proposals. However, many color reviews are not very effective despite their ability...
