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Blog postGiven the recurring problems with large multiple-award contract vehicles, the government needs to reevaluate how it bundles the purchasing of IT products and services. What started out to be Best in Class acquisitions may be turning out to be more like worst in class procurements.
There is no denying that when the government says it is going to bundle up a major portion of the IT market and compete it through acquisition vehicles, companies will fight to the death to be one of the aw -
Blog postIf you attended a proposal writing class years ago, the instructor taught you to include win themes in every major proposal section. The instructor told you to link win themes to discriminators found in your offer and that the most powerful win themes discriminated your offer from those of your competitors.
While it is good to differentiate your solution from competitors, it is only part of the equation needed to win. To win, you must consider the Government’s own instructions describ -
Blog postFederal Government source selection officials are very likely to review your bid electronically rather than in hard copy. Telework is here to stay, and federal proposal evaluators working from home are unlikely to print thousands of pages from multiple bids. Even in the office, printing large documents is wasteful and not environmentally friendly. In addition, over-worked government evaluators look for ways to speed the evaluation process.
Increasingly, government evaluators rely on a -
Blog postIn this interactive class, learn how to win your recompetes, grow business organically, support growth on new contracts, conduct technical demonstrations for customers, and report technical and operational status.
Companies can use the new skills their teams learn to help retain and grow business and multiply the capabilities of their business development teams.
This class includes discussions and group exercises and will help prepare technical teams to benefit from other Lohf -
Blog postThe General Services Administration (GSA) issued the final Multiple Award Contract (MAC) RFPs for the Polaris women-owned Small Business (WOSB) and Small Business (SB) pools on March 25. This much anticipated information technology (IT) solicitation is the replacement for the Alliant 2 Small Business solicitation ($15 billion ceiling) which never made it to the final RFP.
The Polaris government-wide acquisition contract (GWAC) will eventually include four different pools: SB, WOSB, hi -
Blog postThere is a saying that either your past performance is an “A or an F” because your competition only provides grade A past performance. In a close competition your past performance could be the difference between a win and second place. Help customers recognize your outstanding performance by providing metrics, proof points, and facts that are critical to earning the top grade. Consider using any of the following 50 words or phrases to call attention to your exceptional performance.
Wo -
Blog postCustomers look for candidates, who understand their work, and possess the skills to help them achieve their objectives and overcome challenges. Customers also look for candidates, who have achieved recognition from their customers and industry and who show thought leadership and innovative approaches.
Resumes that merely present a laundry list of tasks the candidate has performed will not score well as compared to resumes that describe how the candidate met and exceeded the customer’s -
Blog postIn 2022, the following 5 industry trends will impact bid and proposal (B&P) professionals’ employment, development, and retention.
1. The scramble to hire experienced B&P professionals Finding experienced business development (BD), capture, and proposal professionals who are well suited to support a company is difficult—especially as many Baby Boomers who hold leadership positions retire.
To address this gap, many companies rely on corporate headhunters to find candida -
Blog postHere are 20 tips for conducting smooth client demos and oral presentations. (The most important tip is to be well-prepared to deliver the presentation and respond to potential questions from the customer under pressure!)
Checklist: Things to set up before the presentation Perform updates or upgrades on the computer well before the presentation to prevent untimely disruptions, and turn off automatic notifications from all programs. To mitigate hardware issues, have backup equipment availab -
Blog postMost companies want to minimize the time spent preparing Requests for Proposal (RFP) compliance matrices without skimping on accuracy. Typically, companies allow one to three days from the time they receive an RFP to the time the kickoff meeting occurs. Within that timeframe, proposal managers must also create kickoff slides, complete the proposal schedule, arrange team communications, prepare outlines and templates, and coordinate staff and logistics. So, being able to shred RFPs and develop
Titles By Beth Wingate
10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters
Apr 19, 2017
$9.99
Other Formats:
Paperback
Best Informed Wins Volume 2 - Collected Articles of Bob Lohfeld from Washington Technology 2013 - 2015
Oct 26, 2015
$9.99
Other Formats:
Paperback
