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#	Article Title	Author
1	The Business Capture Report Card - Phase Five	Mike Summers
2	The Business Capture Report Card - Phase Four	Mike Summers
3	The Business Capture Report Card - Phase Three	Mike Summers
4	The Business Capture Report Card - Phase Two	Mike Summers
5	The Business Capture Report Card – Phase One	Mike Summers
6	The Business Capture Report Card - Introduction	Mike Summers
7	The Different Customer Roles in Vendor Selection	Kaye Vivian
8	Proposal Espionage, a Cautionary Tale	Terry Miller
9	How to Capture the Win	Carl Dickson
10	Proposal Writing Myths and Realities	Randall P. Whatley, Cypress Media Group
11	Why Should the Customer Select You?	Carl Dickson
12	The Art of not being eliminated	Richard White
13	What Makes a Must Win Opportunity Any Different?	Carl Dickson
14	47 Things to Know Before The RFP is Released	Carl Dickson
15	Alternate Proposals Why You Should (Almost!) Never Submit One	John Lauderdale
16	Program Manager: To Win, You MUST Offer a PM with Customer Recognition	John Lauderdale
17	Ten Things You Probably Did Wrong on Your Last (Losing) Proposal	John Lauderdale
18	Capture Plans: To Win the Proposal Manager Must Bring These Elements into the Proposal	John Lauderdale
19	What's the Most Important Thing to Know about Winning Proposals?	Dan Safford

Categories

Editing (2)
- MS Word 2007 Upgrade Caution
- Tips for Solving Last Minute Page Count Problems
Graphics (4)
- Developing Effective Proposal Graphics - Making Your Pictures Worth a Thousand Words
- How to Create Graphics for Those Who Can't Draw
- How to Enhance your Proposals with a Digital Camera
- Developing Effective Proposal Graphics - Making Your Pictures Worth a Thousand Words
Marketing (9)
- Lessons Learned vs. Lessons Applied
- How To Take Advantage of Proposal Lessons Learned
- How to Increase your Win Ratio in One Easy Step
- Court wrestles with “commercial item” definition
- Market Intelligence as a Competitive Edge
- Relationships: The Core Concept in Building Government Business
- When Hunting for Contracts, Never use a Shotgun
- How Can a Small Business Win More Contracts?
- Marketing Positions Small Business to Win
Key Personnel (4)
- Who has more “Skin” in the Proposal Game – the Consultant or the Employee?
- Recruiting and Selling Key Personnel in Service-Contract Proposals
- Recruiting and Selling Key Personnel in Service-Contract Proposals
- Recruiting and Selling Key Personnel in Service-Contract Proposals
Red Team (5)
- A Red Team Blueprint
- 47 Reasons Why Your Red Team may be Broken
- General Weaknesses in Proposals
- How to Review a Proposal
- Effectively Using Red Teams
Proposal Writing (19)
- A Current Look at the Proposal Market
- Volume of Proposal Activity in the Fall
- Should You Write The Executive Summary First or Last
- A Whole New Way to Think About Sales Proposals
- Fog Index and Pace
- Strategy-Theme-Discriminator Tree Development
- Write a Winning Transition Plan
- Proposal Strategy Tree
- Effect of the Stimulus on Government Contracting and Proposal Activity
- Keep Your Sentences Short: Why Shorter Is Better
- Eliminating Background Noise
- Avoiding Death by Bullet Point
- Leading Non-Professional Proposal Writers
- How to Write a Better Proposal Introduction
- Writing Persuasive Reasons Why Customers Should Select You
- When to Start Writing Before the Final Solicitation
- Resumes - Hints on Preparing Winning Resumes
- Management Plans: What Makes a Quality Management Plan
- Tell 'em, and tell 'em, and tell 'em again
Resume Preparation (2)
- Proposal Resumes - Hints on Preparing Winning Resumes
- Proposal Resumes - Hints on Preparing Winning Resumes
Proposal Coordination (3)
- Ten Things You Did Wrong in Your Last (Losing) Proposal Effort
- Configuration Management During Proposal Development
- Planning Proposal Admin and File Structure Saves Money
Writing Past Performance (3)
- Hints on Preparing Past Performance Sections
- Negative Past Performance Disaster: How One Company Overcame It
- Hints on Preparing Past Performance Sections
Orals Coaching (18)
- How to Select an Orals Coach
- Can’t We All Just Get Along?
- Ten Tips for Presenting to Senior Executives
- Bring Home the Bacon! Part Two:
- Bring Home the Bacon! Part One: Why Project Managers Should Improve Their Presentation Skills
- How “Beetle Bailey” Can Improve Your Presentation Skills
- Why Oral Presentations are Important: Part Two - The Murder Board
- Why Oral Presentations are Important: Part One
- How to Increase the Economic Impact of Your Presentations
- 7 Uncommon Power Point Techniques
- Business Developers: How to “Fix” Your Presentations
- Benefits of an Effective Orals Strategy
- Videotaped Oral Presentations
- Hey Coach! Help Me With Rehearsals!
- How to Select an Orals Coach
- Orals Coaching - "It's All in The Attitude!"
- Orals - Hey Coach! Help Me With My Body Language
- Orals - Knowing the Room Improves the Presentation
Proposal Protests (5)
- Bid Protests Considered in the Equation of Contract Wins
- Protests - Part 3
- Protests, Case Studies
- Proposal Protests - Part 2
- Proposal Protests - Part 1
Proposal Management (25)
- The Proposal Plan: The Proposal Manager Prepares this Document to Guide the Proposal Creation Activity
- Analyzing the Final Solicitation
- Getting Prepared to Win Large Proposals
- Difficulties in Determining Best Value
- The Proposal Manager's Tasks
- Maintaining Positive Contracting Officer Relationships...A List of Do and Don't Recommendations
- Unsolvable Problem: Your Proposal Team Argues over Proposal Quality
- Planning Your Solution vs. Planning Your Content
- The Proposal Plan: The Proposal Manager Prepares this Document to Guide the Proposal Creation Activity
- Five Popular Ways to Write A Losing Proposal
- Cost of Preparing Proposals
- The Challenge of Preparing Task Order Proposals
- Why Create Your Own Draft RFP?
- Asking Questions on Your Next RFP
- Five Easy Ways to Improve Your Proposals
- Proposal Departments: Whether to Use Permanent Staff or Consultants
- Volume Management: Getting the Best, Quickly, from Your Subject Matter Experts (SMEs)
- The Proposal Plan: The Proposal Manager Prepares this Document to Guide the Proposal Creation Activity
- Tips on Winning Proposals
- Pre-Proposal Goals Help Build Winners
- Storyboards Why Bother?
- The Top 10 Ways to Lose a Proposal
- The Top 10 Ways to Ensure Proposal Success
- The First Five Days
- Decomposing a Solicitation can be Fun
Miscellaneous (14)
- Comedy Corner
- OCI Helps Zambian NGO Win Funding from the CDC
- 2011 Highlights and Board Meeting
- OCI Supporting Innovative AIDS Research Program
- When pre-bid Q&A raises more questions than answers
- Will the Appropriations Bill Ever be Approved?
- Customs and Border Protection (CBP) to hire 1,000 IT workers during fiscal 2011
- Defense Appropriations Act Prohibits Mandatory Arbitration
- House Passes Defense Bill That Would Reduce Use of Contractors
- PRESIDENTIAL MEMORANDUM ON GOVERNMENT CONTRACTING - RESERVING WORK FOR FEDERAL EMPLOYEES
- OMB Memorandum 10-26 Immediate Review of Financial Systems IT Projects
- President Obama's Affect on Proposal Work
- Ten Practical Rules For Protecting Rights In Technical Data And Computer Software
- Elements of a Good Product Demonstration
Earned Value Management (1)
- Vital Checks for Better Health: How Earned Value Management Can Keep Your IT Projects on Track
Competition Analysis (8)
- Win Strategy General Guidelines — Strategy Definition and Planning
- Win Strategy General Guidelines — The Self Analysis
- Win Strategy General Guidelines - The Competitor Analysis
- The Proposal Manager's Four Uses of Competition Analysis
- Win Strategy General Guidelines - The Customer Analysis
- Competitive Analysis Considerations
- Win Strategy General Guidelines - Competition Data Base Requirements and Approach and the Opportunity Analysis
- Developing Competitive Intelligence on Service Contracts
Risk Management (1)
- Commentary: Risk Management Now the Most Important Task
Capture Management (19)
- The Business Capture Report Card - Phase Five
- The Business Capture Report Card - Phase Four
- The Business Capture Report Card - Phase Three
- The Business Capture Report Card - Phase Two
- The Business Capture Report Card – Phase One
- The Business Capture Report Card - Introduction
- How to Capture the Win
- Proposal Writing Myths and Realities
- Proposal Espionage, a Cautionary Tale
- Why Should the Customer Select You?
- The Art of not being eliminated
- What Makes a Must Win Opportunity Any Different?
- 47 Things to Know Before The RFP is Released
- Alternate Proposals Why You Should (Almost!) Never Submit One
- Program Manager: To Win, You MUST Offer a PM with Customer Recognition
- Ten Things You Probably Did Wrong on Your Last (Losing) Proposal
- Capture Plans: To Win the Proposal Manager Must Bring These Elements into the Proposal
- The Different Customer Roles in Vendor Selection
- What's the Most Important Thing to Know about Winning Proposals?
Proposal Evaluation (1)
- What is “Best Value”?
Government Procurement (7)
- Going from Subcontractor to Prime Contractor
- Looking for the "Perfect RFP"
- The Four Quarters of Federal Selling
- Early Stages of the Procurement Process Part 1
- Early Stages of the Procurement Process Part 2
- Seven Stages of the Procurement Process
- Five Tips for Better Business Cases
Proposal Group Management (11)
- Proposal Departments: Whether to Use Permanent Staff or Consultants
- 7 Principals That Should Guide Your Proposal Process
- Proposal Departments: Whether to Use Permanent Staff or Consultants
- Do You Have a Proposal Process, or Just Think You Do?
- Who Should Write The Proposal
- How To Get A Proposal Software Purchase Approved
- Building a Proposal Development Capability
- 7 Principals That Should Guide Your Proposal Process
- Creating and Managing Boilerplate
- How Do Your Proposal Processes Compare with "Best Practices"?
- Developing a Proposal Library
Contract Management (9)
- "Incumbent-itis”: How Incumbents can Lose the Proposal Competition
- Defending Incumbent Contracts - The "Vulnerability Assessment"
- Why Your Company Should Consider the Blanket Purchase Agreement
- Pricing Adjustments
- Wired RFPs
- Inexperienced Negotiators
- Sole Source - The Voice of Experience
- Post Award Debriefs
- Do Contractors Have to Police the Government?
Business Development (8)
- The Proposal Market in 2012
- Predictions for the Proposal Market in FY 2012
- Business Development Goals Creating Winning Teams
- The Goal of Good Business Development
- The Role of the Pipeline in Managing Business Development
- 101 Things Your Business Development Process Should Address
- Managing the Transition from Business Development to Proposal
- Simple Guidelines Small Business can Use to Measure Business Development
Virtual Proposal Preparation (1)
- What Does It Take to Build a Virtual Proposal Center
Unsolicited Proposals (1)
- What Should be Included in ANY Unsolicited Proposal
Performance Based Service Contracts (PBSC) (3)
- Understanding the Use of Incentives in Performance Based Service Contracting (PBSC)
- Performance Based Service Contracting (PBSC): It's All About Performance
- The Challenge of Performance Based Service Contracts
Grants (1)
- How to Locate Grants and Win Them
Executive Summary (1)
- Should You Write The Executive Summary First or Last
First Time Proposals (2)
- Becoming a Proposal Consultant
- Proposal Preparation First Time
Training/Education (2)
- OCI Training Classes in Hawaii
- OCI Sponsors Scholarships
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