Since it’s St. Patrick’s Day, I got to thinking about some of the Irish legends, and the first one that came to mind was the legend of the Blarney Stone. The Blarney Stone, a block of limestone embedded in Blarney Castle in Ireland, is said to bestow the gift of...
3 Common Misconceptions To Avoid In The Proposal Development Process As a proposal manager who has assisted a number of small businesses to significantly increase their annual revenues through sound proposal management, I would like to pass on some words of wisdom...
The most vulnerable point in the business development continuum is the handoff from capture to proposal management. This transfer to the proposal team seems to fail often. But why is that? We see this time after time- the capture team creates a strong, defensible win...
If you are an incumbent contractor, doing a respectable job, but have a nagging fear of customer “incumbent-itis” as the contract re-compete date draws closer and closer, here’s a strategy and best practice that can help solidify your chances for winning: Problem:...
You are at the post-award contract debrief. Win or lose, you search for the good, bad, and ugly about your proposal. In the past, you posed the usual questions to the government: Why did we win (or lose)? What was our score relative to other bidders–or at least...
The holiday season is fast approaching. The stores are putting up their holiday displays, and many of us are already planning get-togethers with family and friends, where we will enjoy good food and good cheer. There will be cards to write, packages to wrap, a wreath...
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