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Federal Sales Training
- Advanced Cost Proposal Workshop
Gain hands-on experience with the link between cost accounting structure and proposal pricing . - Advanced Proposal Development Workshop
Improve your ability to manage proposals, reduce rework, and create proposals the evaluators can use to choose you . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Proposals
- Advanced Proposal Development Workshop
Learn how to manage, structure, and write a winning proposal. - Advanced Cost Proposal Workshop
Cost proposal techniques that improve your ability to price to win. . - Basic Cost Proposal Workshop
A hands-on event designed to reduce the learning curve of pricing dramatically. .
Articles
- Characteristics of a Losing Proposal
Proposals lose for a number of reasons with the most prevalent reason being that the government had another company in mind when the RFP was drafted... - Peripheral RFP Requirements
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing, and federal sales... - Proposal Writing: Know When to Fold Them
Welcome to our series called "Proposal Writing." This newsletter is the latest installment in a series of rotating weekly e-mail newsletters about GSA Schedules, proposal writing and federal sales... - Sell Then Tackle the Red Tape: Part 2
In the previous newsletter, we recommended that you postpone tackling the red tape until after after you have made a sale with a federal buyer... - More on the Achilles Heel of Federal Contracting
Proposal writing can be a chaotic experience for federal contractors. Late nights and last-minute crises are frequently a way of life... - Blanket Purchase Agreements and Basic Ordering Agreements
This newsletter is the last in a series of five newsletters about the federal government's increasing reliance on multiple award contracts... - Managing Project Performance Using EVM
As we have repeatedly pointed out in prior newsletters, government agencies hate risk. Fancy solutions that promise to do more are fine, but as much as they like to impress, the minds of contracting officers are ruled by fear... - Advanced Proposal Writing : EVMS Certification
Federal entities are increasingly demanding that contractors use earned value management systems (EVMS) when managing federal projects, and that they do so using an earned value management system that has been certified... - Advanced Proposal Writing: Wisely Choosing Which Opportunities
Making poor choices about which RFPs to respond to is the number one mistake small businesses make in the federal contracting arena... - Advanced Proposal Writing: Wisely Choosing What to Pursue, Part 2
Companies often fail to understand that while they may have the best product or provide the best services, this means little if their proposals don't win... - Advanced Proposal Writing: Pursuing IDIQ Contracts
Program Management a Must for Small Businesses Pursuing IDIQ ContractsGovernment agencies releasing IDIQs are looking for prime contractors they can rely on to do more than just manage individual projects well... - Proposal Writing: Filling in the Holes
In your capacity as the proposal manager, you have deconstructed the RFP and developed a proposal outline (template) that outlines what is required... - Advanced Proposal Writing: Key Elements When Writing About Your Program Management
For Small Businesses: Key Elements When Writing About Your Program Management Last week, we noted that the new strategy of federal agencies is to mandate that small businesses band together under a single lead small business and take on larger, more soph... - The Strange World of Federal Proposal Writing
Understanding the nuances of federal proposals is analogous to understanding a new language and culture. The world of writing federal proposals can only be fathomed by living in that world for a number of years... - How Are Winning Proposals Written?
The major steps in writing a compelling and effective federal proposal are as follows: Your staff must deconstruct the RFP, sentence by sentence and clause by clause, to build a complete proposal template (outline) which addresses e... - Proposal Writing: The Devil is in the Detail
In our previous newsletter, we stated that the most crucial step in federal proposal writing is deconstructing the Request for Proposal (RFP) sentence-by-sentence and clause-by-clause in order to build a complete proposal template (outline)... - Know When to Hold Them and Know When to Fold Them
A well-known country and western song is a good metaphor for deciding when and when not to write a federal proposal. Your chips are your precious proposal-writing resources... - Reasons Proposal Deadlines Are Missed
Companies that either miss or nearly miss proposal submittal deadlines usually don't trumpet their stories to their cohorts. After all, it is not exactly a badge of courage... - Beat the Proverbial Proposal Receipt Time Stamp Machine
Everyone has heard the stories of delivery vehicles screaming down the Beltway only to just make or miss a proposal filing deadline. Or the stories of proposals that never made their destination due to mishandling by delivery services... - Don't Write Losing Proposals
Don't write losing proposals. Some would say this is a trite and simplistic statement and others would say this is one of the secrets to success in the federal market...
