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November 27, 2022 · Government contractingorals coachingProposal DevelopmentThe Three Things Oral Presentation Evaluators Are Looking For But Aren’t Evaluating
Oral presentations have gained in popularity with the Government over the past 5 years. Why has there been an increase in demand for these types of proposals? What does the Government achieve through having your personnel present, either in person or virtually, to the evaluators instead of submitting a written document? Through my experience, there […]
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November 14, 2022 · annotated mockupoutlineProposal Developmentproposal managementproposal writingHow Annotated Mockups Help Our Teams Develop Winning Content
Writing a proposal section can be a daunting task, especially for people who do not regularly do so. When we pull people who normally work on a contract or other areas of the organization, we are asking them to sacrifice their time and effort to do something they likely have not been trained to do […]
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November 8, 2022 · corporate experiencepast performanceProposal Developmentproposal managementproposal writingThree Key Tips to Make Your Corporate Experience Stand Out
A good corporate experience section does more than check a box. It provides the client with definitive proof you can deliver what you promise. As I focus on in my book, Keys to the Castle, the proposal is about the client and the need for our bids to make a clear connection with them. People […]
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October 31, 2022 · Government contractingProposal DevelopmentRecruitingResumesThree Things to Keep in Mind When Recruiting Proposal Professionals
Staffing a proposal organization is always tough. A successful person requires, as Liam Neeson said, “a very particular set of skills.” But beyond that, the very nature of the bid process requires a cultural and personality fit more than most positions. In today’s tight job market, it is more important than ever to find the […]
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October 20, 2022 · Government contractingproposal checklistProposal Developmentproposal managementTracking Your Proposal Steps Through a Clear Checklist
Proposals are a detailed-oriented project. With all the moving pieces at each stage, proposal professionals need a clear, focused way to ensure nothing slips through the cracks.
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July 6, 2022 · capture managementconsultantsGovernment contractingopportunity managementProposal DevelopmentDo We Need a Capture Manager? Four Key Questions To Ask Yourself
Most businesses that have spent time in Government contracting have a clear understanding of what a proposal manager does. They are the miracle workers who work crazy hours to lead the team in transforming a semi-complete, semi-coherent document full of unsubstantiated declarations of greatness and word sprinkles like “we’ll write about this stuff here” to […]
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July 5, 2022 · Business Reality TVGovernment contractingProposal Developmentproposal managementBe Open to Feedback
If we learn anything from reality television, it is you need to be firm in your beliefs but open to feedback. Lacking a core constitution is a death sentence – no one wants to hire or invest in someone who has no conviction. At the same time, inflexibility condemns many more candidates to the no […]
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July 5, 2022 · BlogGovernment contractingprocessProposal Developmentproposal managementproposal writingsolution developmentThree Key Ways to Develop Your Solution
Without a strong solution, our proposals are doomed to fail. A good solution explains our solution, focuses our writers, and makes sure we provide value to the client. If we do not have a strong solution, we are basically a rudderless ship. However, we cannot just will a great solution into being. It takes hard […]
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May 31, 2022 · APMPGovernment contractingprocessProposal Developmentproposal managementTop Four Takeaways from 2022 APMP BPC
What an amazing week in Dallas! For the first time in 3 years, bid and proposal professionals gathered for a full-blown APMP Bid and Proposal Conference, or BPC. It was my first time in attendance since the 2019 Orlando conference. I have to say I didn’t realize how much I had missed in-person conferences until […]
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February 17, 2022 · Proposal Developmentproposal managementproposal writingRecruitingResumesFour Tips to Improving Your Proposal Resumes
The right key personnel can make or break a project. It makes sense the Government would require resumes for critical staff positions on their bids. In fact, a GAO protest resolved in December 2021 is among many that specifically target resumes and personnel as grounds for unfair evaluation. So, how can we make our key […]