Measuring Your Government Opportunities Pipeline and Capture Effectiveness

Measuring Your Government Opportunities Pipeline and Capture Effectiveness

In Parts 1 and 2 of this four-part series, we identified the three main reasons we’ve found that companies fail at federal contract business development:  Too few opportunities in the pipeline to meet growth goals    No review process to check each opportunity’s capture progress  Submitting general proposals that don’t answer the government’s requirements  In this part, we’re going to focus on the second reason — lack of a formal, disciplined, and Read More

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The 3 Biggest Mistakes in the Federal Business Development Process

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

Measuring Your Government Opportunities Pipeline and Capture Effectiveness

Invest in Your Business Development Education

As a business owner, we know you recognize that you are ultimately responsible for achieving excellence in business development, which requires constant honing your skills. Proposal professionals must constantly look for new training and professional challenges. You must document your accomplishments, and build your resume to produce greater results and increase compensation and freedom. You Read More

Competitor Analysis with a Freedom of Information Act (FOIA) Request

The Freedom of Information Act (FOIA) requests are a critical element of business development and capture. This is how you learn about a pursuit’s history and your competition. The problem is – FOIA requests are tricky:
They take forever to obtain – so someone needs to carefully track them and follow up relentlessly to get any results – sometimes taking months and rendering your requests useless for your capture effort.

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Using White Papers and Point Papers to Gain More Federal Business

We’re continuing along with the question, “What should you have in your business developer’s toolkit?” In addition to a capability statement and unsolicited proposals, you should also have white papers and point papers. A white paper is a thorough report that presents a problem and proposed solution persuasively and with authority. A point paper is Read More