Capture management involves developing an understanding of the customer, the solution, and the competitive environment, and then turning that understanding into a plan for how to win the bid. One can never have enough information. Like the pursuit of perfection—impossible to achieve but necessary to try.
 |
Contact Us (703) 689-9600 |
To display articles below, click on the desired category in the column at right
Do You Have a Proposal Process, or Just Think You Do?
When we ask proposal specialists whether they have a proposal process, they will almost always answer “yes.” It would be embarrassing to do otherwise.
Keep Your Sentences Short: Why Shorter Is Better
Recently I was working with a client, helping them improve their Executive Summaries. We focused on developing a more client-centered message. We talked about focusing on the customer’s problems first, then showing how solving those problems would deliver a big payback to the client’s organization.
The Four Quarters of Federal Selling
Different sales methodologies have been rolling around in my head lately as I have been thinking about how technology manufacturers should best focus their efforts in the government sector.
Proposal Writing Myths and Realities
Many business people avoid new business development that requires written proposals. They believe common myths about the subject that are, in fact, false. The following five myths about proposal writing refute and demystify the process.
Eliminating Background Noise
I just got back from four days in Las Vegas. I spent the first two days working with Kaiser Permanente, and that was delightful--speaking at their national sales meeting, working with their proposal writers, and leading a workshop for their sales people.
Should You Write The Executive Summary First or Last
Should you write the Executive Summary first and build your proposal to support it, or should you write it last, as a summary of all the material developed in writing the proposal?
Avoiding Death by Bullet Point
I had a very disturbing conversation with Nick Oulton the other day. Nick is the UK-based author of Killer Presentations, and an expert on using PowerPoint.
Who Should Write The Proposal
At a training presentation, I recently presented I was asked, "Who should write the proposal—the business unit, or the proposal department?" Sensing a trap and not wanting to get dragged into any internal politics, I gave the following nonanswer:
How to Locate Grants and Win Them
Grants come in all shapes and sizes and from a number of sources. The Federal government is by far the largest source of direct grants, with State and Local governments, Industry, and private foundations following in that order. You might ask, “What can I use a grant for?”
More Articles...
Page 4 of 12
Categories
-
Editing (2)
-
Graphics (4)
-
Marketing (8)
-
Key Personnel (1)
-
Red Team (5)
-
Proposal Writing (15)
-
Resume Preparation (1)
-
Proposal Coordination (2)
-
Writing Past Performance (2)
-
Orals Coaching (11)
-
Proposal Protests (5)
-
Proposal Management (23)
-
Miscellaneous (8)
-
Earned Value Management (1)
-
Competition Analysis (8)
-
Risk Management (1)
-
Capture Management (13)
-
Proposal Evaluation (1)
-
Government Procurement (9)
-
Proposal Group Management (9)
-
Contract Management (9)
-
Business Development (6)
-
Virtual Proposal Preparation (1)
-
Unsolicited Proposals (1)
-
Performance Based Service Contracts (PBSC) (3)
-
Grants (1)
-
Executive Summary (1)
-
First Time Proposals (2)
-
Training/Education (2)
-
OCI News (1)
- Expand All
- Collapse All