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Build and Manage a Robust Government Opportunities Pipeline

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

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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Black Hat and Price to Win For Federal Proposal Competitive Analysis

Pricing strategy for a federal government contract should be more insightful than simply trying to guess your competitors’ price points. Over the years, proposal professionals have evolved formal processes for performing robust competitive analysis. Failure to include this crucial step in your bid development can mean, in effect, that you’ve lost the bid before it’s Read More

How to Improve Your Government Proposals’ Pwin - Rethink Your Business Development Processes-PLAY

Improving Your Government Proposals’ Pwin Part 3: Rethink Your BD, Capture Management, and Proposal Processes

This week, we continue with our seven-part webinar and article series on How to Improve Your Government Proposals’ Pwin. The first article focused on assessing your proposals’ performance, while the second explored changing business development culture. Today, we hone in on how your business development processes can raise or lower your win probability (Pwin). What Read More

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Capture Management Process: Solution Development to Nail Your Technical Approach

Click Here to Download Slides Developing a Technical Solution is a Capture Activity and Frontloads your Proposal Effort. The technical approach is the meat of your proposal and is often scored the highest in best value, trade off analysis evaluations. It has to be innovative and make your proposal stand out from the competition. However, Read More