Whether pursuing business in the commercial or government marketplace, businesses are constantly seeking a “competitive edge”. Often this involves a pursuit of technology, and other times it involves hiring someone from the government who can “open doors”.
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Writing Persuasive Reasons Why Customers Should Select You
What is wrong with the following list of reasons why the customer should select you in a proposal?
The Proposal Manager's Four Uses of Competition Analysis
During the proposal creation process, competition analysis (that is, knowledge of who the competition is for this contract, and what the competition is likely to bid) has four distinct, but related, uses by the Proposal Manager.
Relationships: The Core Concept in Building Government Business
Why it is so difficult to do business with the government? The government has changed the way it does business, but many suppliers are still working the old way. And wondering why the sales aren't ringing up.
Five Tips for Better Business Cases
Every proposal professional should understand the process used by the Government in preparing the Business Cases for their projects. The article presented below was written to provide tips to agencies on how to do a better job of preparing their business cases.
The Challenge of Performance Based Service Contracts
Performance Based Service Contracting is one of the greatest challenges facing proposal professionals today. During the next few years, performance based contracting will largely replace the traditional way of service contracting.
Cost of Preparing Proposals
Companies engaged in selling business to the Government frequently ask the question, how much do proposals cost? What are the standards for what proposal preparation should cost?
Creating and Managing Boilerplate
Creating and maintaining "boilerplate" materials is a never-ending task in proposal shops. For small business, the problem is often creating the boilerplate.
The Challenge of Preparing Task Order Proposals
During recent years, the need to prepare quick turnaround task order proposals has become a challenge for companies providing service to the Federal Government. The days when nearly all proposals had a minimum 30-day bid period have gone for good.
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Why Create Your Own Draft RFP?
[Editor's Note: In a recent issue, John Lauderdale expressed the view that bidders should "almost never" begin writing their proposal prior to release of the RFP. Carl Dickson has a different view. Below he explains how to prepare a "straw man" RFP and describes the benefits of starting early.]
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