Gary Everett A Proposal Management course student who worked on 150 proposals came to my class. I have all students introduce themselves, give an overview of their company and their proposal experience and tell why they came. This student, with seven years of proposal experience, said he came to see if he [...]
Peter Adam This article is written to predict what effect the Trump presidency will have on proposal / procurement activity. The anticipated re-orientation of procurement provides both an opportunity and a threat to government contractors. With higher spending, there will be a larger pie to be sliced. However, as the swamp is [...]
Frank Kunkel 2017 is shaping up to be an insanely competitive year for IT contracts across the U.S. military branches and Defense Department. According to research from big data and analytics firm Govini, $210 billion in DOD contracts are set to expire during the 2017 calendar year, and no market will be more [...]
Make it a goal this year to at least improve in one of the areas listed below. We hope this adds to your secret-winning sauce and improves your proposals! 1. Start a month earlier on your proposal than you have been starting. 2. Provide training for your engineers and any other inexperienced [...]
Peter Adam $25B with many awards makes VECTOR by far the most promising SDVOSB program of the year. For SDVOSBs with visions of VA system management contract sugar plums dancing in their heads, Christmas came early this year. On Dec. 19, the VA issued a draft RFP for its $25 Billion -- [...]
Best industry wisdom is there will be minimal proposal activity during calendar quarter one of 2017. This is based on historical numbers from the Professional Services Council (PSC) and from our company OCI records. PSC Executive Vice President Alan Chvotkin said, “I think it likely the agencies will go slow from now [...]
John Cook, Vice President of Sales, has been a key sales executive at OCI for four years. He brings 30+ years of federal sales and account management experience. Originally from Hampton, Virginia, John has lived in the Washington, D.C. metro area since the early 1980s. Most recently he worked for Honeywell Government [...]
Rob Polster This article provides a way to quickly get the customer to lower his guard and tell you what you want to know. Shaping an RFP requires inspiring the customer with a better way to meet his objectives. But learning a customer’s objectives can be difficult without trust. You can use [...]
Peter Adam This article provides an overview of NASA HITSS III and how to win it. The release date for the draft RFP of NASA’s HITSS III contract -- originally November 28 -- is up in the air. Like so much else in the Federal space, the HITSS III schedule has been [...]
Nick Wakeman There are more questions than answers right now about the transition to the Trump administration. But that doesn’t mean contractors should wait to start preparing and planning. That was clearly the message of speakers at Deltek’s 2016 FedFocus event. “This is a huge market shift,” said Kevin Plexico, vice president [...]