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Proposal Management
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Written by Russell Smith
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During my 25 years in the proposal business, I am always amazed to see how many bidders lose the competition because they haven’t adequately prepared for the bid. “Not being prepared” may take many forms.One of the most common forms of inadequate preparation is to assign personnel who don’t have proposal experience. This is especially true for companies who try to keep valued personnel by assigning them to work on proposals until a more permanent position can be found. For these companies, it doesn't matter if the employee can’t spell “proposal.” It is also quite common for small businesses to refuse to begin work on their proposal until the RFP is released. They believe they can reduce expenses by waiting until the last minute. It's as if they are saying to themselves, "We cannot afford to develop the proposal correctly, but we'll find the money to do it over if we have to." |
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Proposal Management
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Written by Rob Ransone
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A Proposal Manager Is…
One who must direct 30 to 50 authors, who don’t want to be there, in responding to several thousand requirements that he disagrees with, scattered throughout a several hundred page RFP that screws up the way he wants to write his proposal, and include several dozen win strategies that are of no interest to the customer, from two of more companies who are in violent disagreement, in a painfully page-restricted proposal with an impossible but inviolable due date, so that in only three days 30 to 50 government evaluators, who don’t want to be there, can find the answers to questions someone has hidden somewhere in the RFP, so that the Source Selection Authority can make a decision that is the least risky to his own career, and that he can justify to the losing bidders’ Congressmen! |
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Proposal Management
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Written by John Lauderdale
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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. |
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Proposal Management
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Written by Tom Millas
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As our customers already understand, OCI is a different kind of proposal support service provider. Given the constant evolution of the Government acquisition environment, we realize the importance of performing as "Proposal Knowledge Shop" that shares insight into our industry's important Government relationships as well as providing expert proposal support services. |
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Proposal Management
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Written by Carl Dickson
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This article is the first in a series offering solutions to the "unsolvable" problems of proposal development.
The nature of the problem. Everyone has an opinion. And the more that is at stake, the more they stick to their opinion. |
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Proposal Management
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Written by Carl Dickson
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Depending on the type of work and how the RFP defines the requirements, you may need to conceptualize your approach as well as your content. This is typically true of proposals to provide solutions or to perform research. |
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Proposal Management
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Written by Rob Ransone
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There are lots of ways to write a really great, but losing, proposal. Some companies are better at it than others, but I’d bet that all have found ways to lose that “sure thing” at least once in their history. |
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Proposal Management
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Written by Russell Smith
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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? |
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Proposal Management
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Written by Russell Smith
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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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Proposal Management
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Written by Carl Dickson
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[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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