Waiting for RFPs to drop might be commonplace in our industry, but it’s no way to grow a federal contracting business. In our previous blog post, The 3 Biggest Mistakes in the Federal Business Development Process, we emphasize the need to develop team discipline and processes. Your team must also devote time to market research, planning, and brainstorming. In this installment we’ll focus on Read More
We have spent decades conducting business development and leading proposal efforts for our government contractor clients, and we have won over $22 billion in funded work for them. Over time, we have seen the same mistakes come up repeatedly in different companies across multiple industries. Our consultants have brainstormed on the top three problems that government contracting companies keep making that are seriously impacting their performance and Read More
The more novel your solution—the more your risk identification and mitigation strategy must show considerate and detailed analysis Experienced business developers must apply thorough risk burndown analysis to lessen exposures and overcome customer objections to unique solutions that deserve to win. Let’s say your organization can offer a unique solution in your bid for a Read More
As promised, here are additional resources to support you as the COVID-19 situation continues to evolve. OST is a member of the GCN Council which is dedicated to advocacy for government contractors. Please, read this post to the end as we are providing important time-sensitive webinar links and information that may be vital to your Read More
Your chances of crafting a winning proposal will improve if you apply a disciplined process that ensures you address all of the requirements and customer needs. Veteran proposal managers know the process cold. They’ve been there, done that. As one of our colleagues once remarked, “Somehow by the deadline it all gets into a box.” Read More