OCI presented a proposal writing seminar in Kampala, Uganda on August 22. Company president Russell Smith served as instructor. Over 30 enrollees attended. The attendees primarily included personnel from U.S.-funded non government organizations (NGOs) and the Uganda Ministry of Health. Many of the attendees were from groups working on the study, treatment, and prevention of AIDS.
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"Incumbent-itis”: How Incumbents can Lose the Proposal Competition
During my 25 years as a proposal services vendor, I have observed HOW many incumbent contractors approach their bids to win the contract again. Our company has assisted incumbents with contracts valued at from $50 M to $1.5 B. These competitions have been some of the most ticklish and challenging assignments of our career. This is because of the unique challenges facing incumbent bidders.
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Win Strategy General Guidelines - The Competitor Analysis
The purpose of the Competitor Analysis is to assess the capabilities and potential for all competing factors to prevent your company's success. Companies usually consider only other potential offerors and ignore competing factors within their customer’s management and funding authority. Consequently the companies spend scarce B&P funds on opportunities that never materialize.
How to Increase the Economic Impact of Your Presentations
What would happen to your company's revenue if you hit the proverbial 'home run' each and every time you appeared in front of an audience? Every speech or presentation has the possibility of making an economic contribution to your company, even if you're not directly involved with sales. The time is ripe--right now--to boost your E-conomic Quotient.
Recruiting and Selling Key Personnel in Service-Contract Proposals
Recruiting and selling key personnel are critical factors in preparing winning proposals. Despite its importance, it is easy for even experienced proposal managers to let key personnel efforts get overshadowed by other issues.
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The Proposal Plan: The Proposal Manager Prepares this Document to Guide the Proposal Creation Activity
During the proposal creation process, another of the key documents is the Proposal Plan. The Proposal Plan is written by the Proposal Manager, in conjunction with the Capture Manager, as soon as the proposal effort begins.
Hints on Preparing Past Performance Sections
Especially after reform in contracting, past performance has become the section that often decides who wins or loses the contract. The dozens of proposals we have worked during the past three years have usually assigned 30 - 40% of the total evaluation score to past performance. Past performance can assume an even more important position in the proposal, however, because no Source Selection committee is going to award contract to a vendor lacking strong past performance.
Vital Checks for Better Health: How Earned Value Management Can Keep Your IT Projects on Track
Earned value management (EVM) techniques promise to give project managers a powerful early warning system for programs veering dangerously off course. But like committing to an early morning calisthenics routine or starting a low-carb diet, adopting EVM is sure to cause some initial pain.
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Court wrestles with “commercial item” definition
Did you know that ... Marketing brochures are one indication that an item is a “commercial item?” (See Precision Lift, Inc., v. The United States, U.S. Court of Federal Claims No. 08-500C, September 24, 2008.) This is significant, since most or the products bought by the Government must be “commercial items.”
Win Strategy General Guidelines - The Customer Analysis
In the first two parts of this six-part series we provided an overview of the importance of a structured analysis of your win and provided a checklist for conducting a critical analysis of the opportunity. In this part we will provide a checklist for a critical analysis of your customer. In the remaining parts we will provide checklists for your competitors’ analysis and self analysis, and guidelines for preparing your win strategies.
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