“Incumbent-itis”: How to Avoid Losing your Federal Proposal Recompete

  |  August 28, 2019

During my 25 years as a proposal services vendor, I have observed HOW many incumbent contractors approach their bids to win the contract again.  Our company has assisted incumbents with contracts valued at from $50 M to $1.5 B.  These competitions have been some of the most ticklish and challenging assignments of our career.  This is because of the unique challenges facing incumbent bidders.
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How to Prepare a Winning Management Plan

  |  June 20, 2019

During the days when I had time to actively assist in proposal writing, I was often elected to prepare the management plan. During the past 30 years, I have probably prepared at least 150. I will never forget the first management plans I wrote. I was a Vice President at Computer Dynamics, a rapidly growing small business in Virginia Beach. The year was 1983; and this was my first experience writing a management plan. If I had had an MBA degree, the work would have been fairly straightforward. However, my degrees were in English, History, and Education.

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