How a Federal Contractor Increased pWin from 20% to 60%

  |  May 30, 2019

Barry J. Lerner This article is written to explain how my previous employer increased their pWin by 300% during my 3 years as Proposal Center Director. The Traditional Proposal Manager In most organizations, Proposal Managers are added toward the end of the business development (BD) cycle.  They assist in solutioning, and prepare the plans, schedules,... Read More

Are you Squandering your Government Proposal Resources?

  |  May 22, 2019

Tim Birdsell — You would not believe the waste in government proposal resources I’ve seen, due to lack of planning.  During the past 20 years, I have developed and led government proposal groups for all sizes of business.  And I am writing this article to share planning techniques that will enable you to avoid wasting... Read More

5 Critical Government Contract Proposal Skills: Problems and Fixes

  |  April 29, 2019

Tom Porter Note: The author addresses this question based on 25 years experience managing division- and sector-level government proposal groups for Fortune 500 companies. A few years ago, I was asked what skills are needed from Government Contract Proposal Managers and Subject Matter Experts (SMEs) to prepare winning proposals. I responded as follows: • Critical... Read More