Going from Subcontractor to Prime Contractor
Small businesses frequently wrestle with the question of how and when to become a prime contractor. …
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Federal Selling: How the 4 Fiscal Year Quarters Work
Different sales methodologies have been rolling around in my head lately as I have been thinking about how technology manufacturers should best focus their efforts in the government sector.
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Early Stages of the Procurement Process Part 1
This is the third in a series of articles on the advantages of starting early in the procurement process. In June, I showed the advantages of starting early in procurement cycle to maximize the probability of a win for your company.
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Seven Stages of the Procurement Process
Last month, I wrote on the advantages of starting early in procurement cycle to maximize the probability of a win for your company. I promised to discuss, in a later paper, the seven important steps in the procurement process, and how your company can legally and ethically influence the selection process.
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Five Tips for Better Business Cases
Every proposal professional should understand the process used by the Government in preparing the Business Cases for their projects. The article presented below was written to provide tips to agencies on how to do a better job of preparing their business cases.
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Looking for the “Perfect RFP”
Many proposal and business development professionals not only respond to RFPs but also assist the customer in developing RFPs. I gave a presentation on the subject of the perfect RFP recently to the Chattahoochee Chapter of the APMP in the Atlanta, Georgia area. Following below is a condensed version of my presentation.
