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 [...]
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 [...]
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 [...]
John Capewell -- No doubt, most of us believe we have THE approach to winning a Government Proposal in a highly competitive environment. But the truth is, if any one of us actually had “discovered” a secret sauce then that person would be the only one winning. Closer to the truth is [...]
Tim Birdsell -- In the last 20 years, I have worked in, led, and created proposal groups for large and small business. I’ve seen some really good practices, and some not so good. Companies that are able to establish long-term success have one thing in common – they have practices and policies [...]
Richard A. Spires -- Note: In this fascinating article a former CIO addresses the critical problem of securing federal agency data in the Cloud. I have implemented and seen the benefits of cloud computing for government, both the leverage of compute on demand and the use of software-as-a-service (SaaS) applications. According to [...]
Tim Birdsell Part 2 of 2 In this article I want to share some of the many issues I have seen that can bring the federal proposal process to a screeching halt. Red Team Review (RTR) My biggest issues with the RTR are 1) it’s okay if your document comes out of [...]
Tim Birdsell-- In this article I want to share some of the many issues I have seen that can bring the federal proposal process to a screeching halt. Capture Management: Early in my career, I was working with our Ops group. They were doing a great job of working with the client [...]
Tony Franco, Esq. -- Representing government contractors for more than 25 years, I still find many who do not realize that certain terms in a teaming agreement may not be enforceable. Surprised, they ask, “What is the point of a teaming agreement if I can’t get the subcontracting work I was promised?” [...]
Bob Kucharuk-- The US Government Accountability Office (GAO) issued its Bid Protest Annual Report to Congress for Fiscal Year 2018 on November 27. During FY 2018, GAO received 2,607 cases: 2,474 protests, 55 cost claims, and 78 requests for reconsideration. The majority of protests were dismissed as GAO deemed evaluation to be [...]
