Read Between the Lines to Know What Your Customer Is Thinking

  |  June 26, 2019

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

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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