The world of government contracting is fast-paced and ever-evolving. To stay ahead of the curve, capture management – the strategic process of pursuing and winning government contracts – is adapting as well. In this blog, we'll delve into the transforming landscape of capture management and explore the implications for government contractors, capture managers, and proposal
Ghosting: Shipley defines ghosting as “a proposal tactic where you highlight a competitor's weakness or downplay their strengths without naming them.” Ghosting the competition is a very effective proposal tactic for positioning your company as the best choice for the customer. By dropping subtle hints, you can highlight your value, impact your evaluation score and
It’s that time of year again! Time for APMP Bid and Proposal Conference (BPC), affectionately known as BidCon...time for reconnecting with old friends, networking with new colleagues, and discovering what’s new in the dynamic world of proposal management. Last year we talked about meeting new people, and how “always be introducing” helps us thrive at
The proposal tasks have been assigned for two weeks and a few contributing subject matter experts are overdue. The next Review is in two days. So, it’s probably a good time to pick up the phone. What do we say? If we start by reminding our colleagues about the deadline, they’ll probably tune us out.
This article is reprinted here with permission in collaboration with our corporate partner Xait. Visit Xait's blog at https://www.xait.com/resources/blog Five Tips for Collaborating Across Team Boundaries Sales. Products. Services. Proposals. Team boundaries differentiate one workgroup from another, defining our common tasks and focusing on our shared objectives. When it comes to developing proposals, however, we
In the early 19th Century, Scottish lawyer-turned-geologist Sir Charles Lyell argued, “The present is the key to the past, and the past is the key to the future.” In other words, if we want to know what’s going to happen in the future, we look to the past, to its patterns. A more contemporary source,
Wouldn’t it be awesome if our proposals managed themselves? We’d have more time to spend on writing and reviewing and the producing the quality that buyers crave--not to mention more freedom to spend with family and friends and to pursue our passions. Most of us proposal managers have dreamed of such a world – only
