The Navy has taken notice of one of the pitfalls of excessive focus on overall price in contract award decisions: the frequent loss of good incumbent staff when bidders low-ball pricing and then fail to properly staff professional positions. Focusing on the “lowest...
Striking a Balance Between Proposal Process & Content Leadership Proposal Managers and boxing coaches have something in common: if you want to be in the champ’s corner, you have to be able to assess who you’re working with, create a plan to remedy their weaknesses...
Since 2012, 1,763 companies have invested bid-and-proposal dollars and their staff’s precious time to win entry into the Navy’s SeaPort-e multiple-award IDIQ contract—and for good reason. On an annual basis, SeaPort-e generates roughly $5 billion in professional...
Nearly everyone does it. It’s a practical inevitability in life. As the minutes tick down towards the start of a New Year, we think about all the things we will do differently in the coming year. ‘ I will lose weight. I’m going to save for my dream...
“Reading your pipeline.” What does that even mean? Don’t you just look at a list of opportunities and “progress” or “advance” each one? I’m pretty sure someone smarter than me thought about this long and hard and came up with 200 steps to develop a Government...
‘My pipeline isn’t big enough. We aren’t winning enough new work. We’re not hitting our financial projections. We “lost on price” yet again.’ You might start questioning your business development efforts, proposal writing skills, processes, and/or people for any or...
