Marketing

Lessons Learned vs. Lessons Applied

Let's face it: "Lessons Learned" is a bit of a misnomer. At the end of the proposal process, after all the trees have been killed, after the all-nighters and all the junk food, after the costing machinations (and imagination), from pre-RFP to delivery, Lessons Learned aren't worth the paper they're written on UNLESS they are manifested as "Lessons Applied." It's not merely doing the detective work to find out what went wrong, it's what you do with what you find out. To put it another way, "Now what?"

By |2012-02-28T17:09:58+00:00February 28, 2012|Marketing|0 Comments

When Hunting for Contracts, Never use a Shotgun

As a proposal services vendor, I have been in a position to see how hundreds of companies select their business development targets over the past 15 years. This has included everything from small disadvantaged business to Fortune 50. It has amazed me to see that many companies, small and large, have pursued contracts with a shotgun rather than a rifle.

By |2009-03-11T14:53:28+00:00March 11, 2009|Marketing|0 Comments

How Can a Small Business Win More Contracts?

During the past 15 years, I have assisted not only Fortune companies, but also scores of small businesses in preparing their contract proposals. This work has included both hands-on service and providing other consultants / teams to assist small and small disadvantaged businesses, mostly in the $10- $40 million size range.

By |2009-03-11T14:35:55+00:00March 11, 2009|Marketing|0 Comments

Marketing Positions Small Business to Win

Bill,
I wanted to share some comments regarding winning government contracts that I hope will be helpful in your quest to break in to USPS work. It is received wisdom in our business that the proposal is only the end stage in a marketing plan that has transpired long before the RFP was ever released.

By |2009-03-11T14:23:04+00:00March 11, 2009|Marketing|0 Comments
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