A colleague once told me the story of how he got started in business development. He learned a trade in the armed forces, got out, and started working as a technician of some sort. The company he worked for was a Government contractor. He enjoyed his work well enough,...
Get This FREE Webinar Below There’s no easy way to produce a quality proposal, but there are countless ways to produce a substandard proposal that stinks. No matter how great your ideas are, they can’t be evaluated if they’re not on paper. You may...
When I was teaching our Advanced Capture Management class this week at a client’s company, one of my students made an astute observation that I wanted to share with you. During the strategic competitive analysis discussion, I was explaining Michael Porter’s Five...
Subject matter expert (SME) interviews are a critical component of the proposal writing process that every proposal team member should master. Unlike traditional research, interviewing is a social process that some people find incredibly intimidating. If you’re not a...
Government buyers weigh past performance heavily when making contract award decisions, so it’s a proposal section you have to get just right. How hard could that be? You’re just discussing relevant past projects, right? The answer is yes and no. Yes, a solid past...
In our series covering the Seven Deadly Proposal Sins, we have discussed the first five: Pride, Gluttony, Greed, Envy, and Sloth. These articles cover the common mistakes we come across throughout our work as business development consultants. Committing one or more of...
