Capture is the art of winning business. It is the synthesis of strategy, tactics, and leadership. It is hard to do. To do it well is really hard. No short-cuts exist to achieve a winning outcome. It is hard pick and shovel work that requires incredible attention to detail. Being competitive places a premium on
What a busy year it has been for our chapter! I wanted to take this opportunity to review all the wonderful things that have taken place and that are still to come. This quarters’ issue is all about Capture. The need to gather information and build a solution or theme is something integral to every
tl:dr. Do you know what that means? If you’re tech-savvy, or have a teenager in your life, you know that it’s Internet slang for “too long; didn’t read.” If you’ve ever been on the receiving end of that message, it is infuriating but direct. In five characters, your audience has told you that whatever you
It’s hard to create clear, compelling presentations for proposals, capture, sales, marketing, or education. We know what bad presentations look like and have sat through many uninspired PowerPoint decks. However, when it comes time to design our own, we fall prey to the same traps and deliver bad presentations, too. But what can we do
Join Lisa and APMP-NCA for a FREE webinar on Assessing Capture Readiness. Business capture takes time and money, sometimes with few tangible results. How do you assess capture readiness for each opportunity in your pipeline? This webinar will explore Key Performance Indicators (KPIs) that help you measure and track capture progress, improve capture quality and increase
On October 11th, the APMP-NCA chapter hosted its annual Mid-Atlantic Conference and Expo at the Westin Tysons Corner. 2018 was a record-breaking year for the conference, with over 290 people in attendance. Attendees included professionals from proposal development, business development, capture, and contracts. In addition to record-breaking attendance, 18 companies exhibited for the Expo, providing
Business is all about knowing your markets. You need to know who you are selling to, and you must be able to identify and understand your competition. Failure to do so can seriously impact businesses of all types, but especially start-ups and businesses just getting their footing. Business reality television shows us this with regularity.
You have a lot on your plate. You’ve got 5 projects that must run right, staffing problems to stay on top of, and then you must make sure your invoices get paid and meet payroll. It is easy to push marketing to the back burner so you can get everything else done. But those 5
This is the second installment of a two-part article about the uses and benefits of video white papers. Part 1 appeared as the featured article of the fall issue, published in August of 2018. “We aggressively chase RFPs… We’ve gotta get better at early engagement,” according to a president of a $20B federal contracting firm.
For small businesses looking to compete for Federal contracts, one question that always comes up is whether or not to partner with other firms to pursue an opportunity. Some reactions to partnering include the following: "We have to give up half of the revenue (or more!) if we partner with another firm." "We don't know