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#	Article Title	Author
1	Defending Incumbent Contracts - The "Vulnerability Assessment"	Administrator
2	Pricing Adjustments	Darrell Oyer
3	"Incumbent-itis”: How Incumbents can Lose the Proposal Competition	Russel Smith
4	Wired RFPs	Terry Miller
5	Inexperienced Negotiators	Business 121
6	Post Award Debriefs	John Lauderdale
7	Do Contractors Have to Police the Government?	Jonathan Aronie
8	Why Your Company Should Consider the Blanket Purchase Agreement	Richard Mackey
9	Sole Source - The Voice of Experience	Terry Miller

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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