Must Win opportunities are important. A Must Win opportunity demands an even more heroic effort than all the other pursuits that people pour their hearts and souls into trying to win. Nobody really knows what the extra "something" should be, but if it's a Must Win opportunity, it's got to have it.
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What Makes a Must Win Opportunity Any Different?
Seven Stages of the Procurement Process
Last month, I wrote on the advantages of starting early in procurement cycle to maximize the probability of a win for your company. I promised to discuss, in a later paper, the seven important steps in the procurement process, and how your company can legally and ethically influence the selection process.
47 Things to Know Before The RFP is Released
Most companies just try to do "the best job they can" at collecting intelligence and preparing for an RFP release. If they have any structure to their process at all, usually it emphasizes collecting intelligence to justify a bid decision.
Simple Guidelines Small Business can Use to Measure Business Development
Business development may be more of an art than a science, and we don't know how to measure art. However, bidders still need a means to validate readiness to pursue a bid and their progress toward being ready to submit a winning proposal response.
Inexperienced Negotiators
Often lose out when they should win, achieve little when they should achieve a lot or leave the negotiating table with a feeling of defeat rather than a glow of triumph. Here are four classic negotiating traps they fall into... and ways they can overcome them.
47 Reasons Why Your Red Team may be Broken
It was a tremendous step in the evolution of proposals when people began to recognize that every proposal should have a formal review by people other than those who wrote it. This review is almost universally called a "Red Team" review.
Post Award Debriefs
In my practice as an independent proposal consultant, I’ve been amazed and dismayed at the performance of many of my customers when it comes to the constructive use of post-award debriefs. Generally, the Government is required to give a meaningful de-brief to the bidders in a competition.
How to Increase your Win Ratio in One Easy Step
A wise old proposal writer, Tom Amrhein, once told me, “The best way to improve your win ratio is to stop bidding on stuff you can’t win.”
Understanding the Use of Incentives in Performance Based Service Contracting (PBSC)
The objectives of Performance-Based Service Contracting (PBSC) clearly call for a business relationship that is based on “shared common goals.” In a performance-based contracting environment, the business case must drive the development of the incentive relationship/strategy.
Performance Based Service Contracting (PBSC): It's All About Performance
The implementation of Performance-Based Service Contracting (PBSC) contracting has been the most significant development in federal programs during the 21st century. This new paradigm aims to advance the industry forward through a revolutionary approach - focusing not on how to do the program but instead on what results the program must achieve.
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