Lee Cooper Note: Author Lee Cooper was previously a BD executive at Raytheon, L-3 National Security Solutions, and UNISYS. He is currently providing strategy, BD, capture and proposal support services to Federal contractors and technology suppliers. Federal agencies continue to expand the ID/IQ contracts used to procure information technology (IT) solutions and services. In a... Read More

Ken Blair Very few activities in life can be done without a plan of some kind – just using an alarm clock indicates your “plan” to get out of bed at a certain time. In the proposal realm, a critical part of the planning process is the proposal outline. Few professionals realize the importance of... Read More

Dennis Lucey and Gary Shumaker — Editor’s Note: No matter how hard they try, both large and small business must bid some programs where they lack the customer intimacy usually needed to win.  These two seasoned contractors offer insight into a work-around — discovering what is inside the customer’s head through careful RFP analysis. Wouldn’t it... Read More