Measuring Your Government Opportunities Pipeline and Capture Effectiveness

Creating Job Security, Higher Pay, and Development for Federal Proposal Professionals

We got a question from one of our class attendees last week as to how she could expand into other fields in the proposal profession. Where could she grow from a proposal writer? Truthfully, in this field, there is always a way to command higher pay, be more in demand, and ultimately become a more successful professional with a high success record -whether you are an employee or a consultant. Today’s article is about how to go about it – but it is also relevant to you if you run a team of business developers and proposal professionals because this is how you will develop your “regular” BD capability into a high-functioning machine.

Measuring Your Government Opportunities Pipeline and Capture Effectiveness

Hiring a Great Business Development Person

There are skills in a business development person that you have to screen them for beyond experience, to make sure you get a great performer. Here are the six most important attributes that you need to look for: 1. Empathy – sincere interest in helping government clients succeed and ability to build trust 2. Healthy Read More

Measuring Your Government Opportunities Pipeline and Capture Effectiveness

The Secret of High Win Rates – Part 2

I just saw an interesting interview in Washington Technology, Capture Management Requires Planning, a conversation with Bob Lohfeld by David Hubler. I know Bob Lohfeld since he is a fellow member of the Board of Directors of the APMP. He is a veteran business developer. In his interview, Bob explains what capture is and how Read More

Measuring Your Government Opportunities Pipeline and Capture Effectiveness

The Secret of High Win Rates – Part 1

The other day a new OST client commented on another company that used Shipley processes, and seemed to do everything right to organize their proposals, but kept losing one bid after another. I said that there are many things that make a difference between winning or losing – there are entirely too many variables. One Read More