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Business Developers: How to “Fix” Your Presentations
Effect of the Stimulus on Government Contracting and Proposal Activity
The present situation for Government contractors reminds me of the introduction to Charles Dickens’ famous novel, A Tale of Two Cities: “It was the best of times, and it was the worst of times.“ Never during my 30 years in Government Programs has there been anything like it. At the same time, we have:
Wired RFPs
From time to time we see RFP's that are clearly wired for a particular vendor. We have won a lot of these because the system provides levers to fix them. These include the Highest Procurement Authority (HPA) and the Competition Advocate (CA).
How to Review a Proposal
Reviewing a proposal involves a lot more than assessing compliance, style, and checking for typos. Here is a list of questions that reviewers should consider:
The Different Customer Roles in Vendor Selection
In the proposal evaluation process, different people play key roles at different points in the vendor selection process. The entire body of people involved in the decision are the Decision Making Unit or DMU. Your goal is to identify the key person who has the power to say "Yes!" to your proposal. To do that, it helps to understand the various roles people play.
Proposal Espionage, a Cautionary Tale
What would you do on a big RFP if Col. Johnson, the man in charge, were to call you and tell you to watch for the BAFO amendment, but you probably don't need to do much, since your bid at $16.4 million is way low, as the second bid is $19.2?
How to Select an Orals Coach
The requirement to give oral proposal presentations has been important for decades, but the nature of oral proposals fundamentally changed with simplification in contracting during the mid 1990s. Two important results of the changes in orals were as follows:
Win Strategy General Guidelines - Competition Data Base Requirements and Approach and the Opportunity Analysis
Proposal Preparation First Time
Having to prepare a contract proposal for the first time is a daunting experience. It is similar to building a house, climbing a mountain, or defending against a suit in court for the first time.
President Obama's Affect on Proposal Work
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