SBIR proposal lab organizations

The Seven Deadly Proposal Sins, Part 5: Sloth

In our series covering the Seven Deadly Proposal Sins started last year, we have discussed the first four: Pride, Gluttony, Greed, and Envy. These covered the common mistakes and misconceptions we have come across throughout our work as business development consultants. Committing one or more of these sins is the surest way to waste resources Read More

SBIR proposal lab organizations

How to capitalize on IDIQs

It seems that the tides have turned in the Government contracting world firmly in the direction of IDIQs and GSA/VA schedules. If you are the Government, it is hard to imagine why it would not be the case. Instead of a lengthy 12-18 months procurement process, the Government can award a contract in two to four months, reducing risk of protest. In addition, the budget approval and end of the fiscal year window shrinking, it is hard to imagine that anything will change any time soon.

SBIR proposal lab organizations

The Art of Capture Management: How to Position to Win Before an RFP Issuance

This capture training course covers six steps of OST’s lean but highly effective Capture Process, with exact “how to” techniques to position to you win proposals in advance of RFP issuance.

SBIR proposal lab organizations

Six aspects of capture – pre-proposal preparation that makes a winning difference

Bidding on government opportunities without proper capture planning is like taking a pile of $100 bills and going to a pool hall to play against the local pool sharks. In government proposals, just like in the pool hall, there are those who know what they are doing, and those who don’t. Those who know what Read More

SBIR proposal lab organizations

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