Gary Everett A successful Proposal Manager must lead the proposal development team and perform these critical actions / create these critical deliverables: 1. Create a numbered and section-titled Proposal Response Outline that ensures all response items are identified. 2. Create a compliance or cross-reference matrix that matches every proposal section to the [...]
Bill Kane Orals is high stakes poker. Along with the written proposal, the Orals outcome results in winning contracts of many millions of dollars, or not. The Orals presenters are typically Program Managers and technical experts who must demonstrate good speaking skills as well the confidence to deliver on the contract they [...]
Tim Birdsell Over the last 15 years I’ve been in a position to see the kinds of errors companies make in developing proposal response centers. I am writing this article in hopes I can help you avoid these costly and unnecessary mistakes. Background As an employee, I’ve been a Task Order (TO) [...]
Gary Everett A company/bid-team must perform effective pre-bid marketing actions to position itself to win. A Bid Decision Board of senior management must assess whether these activities were effective enough to prepare a winning proposal. The Board should evaluate the strength of the company’s readiness to bid based on the questions given [...]
Gary Everett To get a good first draft of your proposal the team must focus on the following seven key elements of content: 1. The Proposal Manager must produce a numbered and titled outline identifying all topics to be addressed and assign them to knowledgeable authors 2. All Proposal Writers must be [...]
Gary Everett Capture, marketing and proposal staff must perform key pre-RFP release activities to enhance proposal management and content as follows: 1. Perform Freedom of Information Act (FOIA) requests for previous contracts, deliverables, SOPs and customer five-year plan to gauge previous contract activity, issues and initiatives 2. Obtain customer phone listing, e-mail [...]
Tim Birdsell I have helped prepare over 500 Task Order (TO) proposals. In this article I will share what I have learned about, how to scale your large proposal process for the quick-turn Task Order (TO) environment. First, let’s clarify what we are talking about. A quick-turn task order is one with [...]
Bill Kane Coaching 200 Orals over 20 years has provided insight into the question, “What is the difference between a winning Orals and a loser?” The government evaluation team has brought your actual Program Manager and key staff there to winnow the wheat from the chaff. When they see your key people in [...]
Guest Contributor: Vince O'Connell I’ve seen hundreds of proposal-losing management plans. Usually they are compliant. But they fail to strongly contribute to winning the contract. Below I will share what I have learned in the past 30 years about producing a management plan the helps you win. Push Your People Since most [...]
