Experienced, multi-functional proposal managers
Construct winning narrative
Make your bid look its best
Leverage our expertise to make your proposals stronge
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We are proud to be BZ Opportunity Management, a new firm focused on helping small and large businesses maximize their chances to win in the Government marketplace. We look forward to sharing insights and information about the opportunity life cycle and our growth in the weeks and months ahead.
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I know this is a departure from my normal blog content, but I felt I needed to post a review of a book I just finished. George Orwell is my favorite writer. Every year I re-read Animal Farm (usually in a day or so) and 1984 gets re-read every 2 or 3 years. And anyone who attended my Ignite Talk at the 2017 APMP International Bid and Proposal Conference knows about my adoration of Winston Churchill.
Scenario 1: The Government releases an opportunity worth about $5m annually. It aligns directly with Government Contractor ABC’s core work. With annual revenue of $70 million, senior management considers submitting a bid. They have a single proposal manager in the organization, and she is involved in two live bids. Senior management decides to bid, but elects to have a junior PM from the line organization run the opportunity.
Continue reading “Shattering Proposal Myths: Myth 5 – Anyone Can Run a Proposal Effort”
At this year’s Bid and Proposal Conference, APMP hosted a workshop for chapter leaders for collectively solving issues that run across our local organizations. I took part in a discussion concerning how we can increase the number of people interested in speaking at our events, including conferences. As we discussed some great ideas to cast a wider net, in my mind I kept coming back to a central issue I’ve heard from many people. Often, potential contributors keep quiet and don’t submit ideas because they don’t feel they have the knowledge, experience, or gravitas to speak. They feel that, since they aren’t an expert, they don’t have anything to contribute that others would find valuable.
After a solicitation has been released, the opportunity team reviews the documents and focuses on everything that is wrong. The solution lead develops a massive list of questions that includes every last piece of information they feel is needed to execute the contract properly. The capture lead tries to make up for a lack of client intimacy and opportunity information by asking a long list of probing questions. Everyone has at the top of their list to ask for an extension. What is the overwhelmed proposal manager going to do?
Continue reading “Shattering Proposal Myths: Myth 4 – We Need to Ask Lots of Questions!”
Proposal development continues to suffer from several key misperceptions from people both inside and outside Government contracting. This post is the third in a series that will seek to dispel these myths and, in the end, shed light on what we do and how we do it most successfully.
Continue reading “Shattering Proposal Myths: Number Three – “I Know What the Client Wants!””
My new post is now available on LinkedIn.
The first of my Shattering Proposal Myths series is now on LinkedIn!
