Based on my experience in the industry, I believe that, on the average, the level of commitment provided by the proposal consultant exceeds that of the employee. It is true that the proposal consultant’s position with the company does not require him or her to prepare a winning federal proposal to keep [...]
During my 33 years in the proposal industry, I have seen effective and ineffective ways for selecting proposal consultants. Following below are some guidelines that will help you to avoid getting bad consultants:
Recruiting and selling key personnel are critical factors in preparing winning proposals. Despite its importance, it is easy for even experienced proposal managers to let key personnel efforts get overshadowed by other issues.
Even if your team does stay focused on selecting the right people, effectively selling these key people throughout the proposal often remains a major challenge. As a result, while key personnel should always be one of the contributing factors to a win, it can cause an otherwise winning proposal to lose.
