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Federal Sales Training
- Writing and Managing Winning Proposals
Write less, win more. If you can't afford to waste another minute or dime writing another losing proposal this class is for you. - Advanced Cost Proposal Workshop
Gain hands-on experience with the link between cost accounting structure and proposal pricing . - DCAA Audit Workshop
DCAA audits are a fact of life for Federal Government contractors, be prepared . - 2-Day Executive Session on Winning Federal Contracts
12 one-hour segments given by experts from the legal and federal contracting community .
Proposals
- Proposal Framework Services
RFP-specific proposal artifacts to give clear direction to your proposal effort. - Writing & Managing Winning Proposals
Write fewer proposals; win more . - Advanced Cost Proposal Workshop
Cost proposal techniques that improve your ability to price to win. .
Articles
- The Art of Not Being Eliminated
Imagine that you have a full time job as a professional person in the federal government... - Selling Services to Federal Agencies
Our newsletters repeatedly emphasize the need to establish a relationship with end users when selling in the federal market... - Alliant: Better Late Than Never
Editor's Note: The Alliant Small Business procurement questions and answers were published this week at FedBizOpps and the due date for proposals remains November 17, 2006... - Sell the Customer and then Write the Proposal
It is nearly impossible to produce a winning, customer-centric proposal by writing a blind bid in response to a federal Request for Proposal (RFP). The key to writing winning proposals is to sell the customer first, then write the proposal... - The Bid-No Bid Decision Process
The proposal bid/no bid decision is crucial to proposal writing success. Make the bid/no bid decision early and base it on a realistic assessment of your chances to win. The decision should be made before or immediately upon RFP release... - The Bid or No Bid Meeting
The bid/no bid decision should be made before or immediately at the time the RFP released... - Improve Your Proposals: First, Deconstruct the RFP
The proposal writing process starts with the Bid/No Bid decision. Ideally, a yes decision will be based on what you know about the customer from sales efforts carried out well before the Request for Proposal (RFP) is published... - What is a Defensive Proposal?
Most authors on federal proposal writing define a defensive proposal as follows: Is written not to be eliminated; to be the last proposal standing Presents a practical solution from a customer perspective Gives the customer what they want; no more ... - Don't Waste Your Precious Proposal Resources
Your most precious proposal resource is your technical staff. Their morale and attitude is critical to contract performance and the production of high-quality proposals. Don't waste this resource by losing proposals... - Wild Cards Can Delude You
An attendee at one of our proposal writing seminars stated that her company calls blind bids on FedBizzOpps solicitations "wild cards". Every once in a while when the stars line up correctly they play a wild card and they won one last year... - Proposal Planning: What to Do Before Kickoff
Before you undertake any project, what do you put in place? A plan. Writing a proposal is no different. The objective of preparing a proposal plan is to establish direction for the proposal... - Save Money and Time with Proposal Templates
If a company wants to win a bid opportunity, the proposal it submits in response to a federal Request for Proposal (RFP) must be unique... - Storyboards Save Time and Effort
Storyboards are conceptual planning tools used to help writers plan each section before drafting text. In the broadest sense, storyboards use words and graphics to outline a concept... - Why Proposals Win
Winning a bid opportunity does not occur due to blind luck. Wins are almost always the result of intense and aggressive upfront sales efforts to end users. Deciding on whether to bid on an opportunity can be a stressful and challenging task... - Templates and Federal Proposal Writing
Templates can play an important role in federal proposal writing. If a company wants to win a bid opportunity, the proposal it submits in response to a federal Request for Proposal (RFP) must be unique... - How to Write Losing or Unsuccessful Proposals
How to write losing proposals is not a particularly positive topic to discuss. However, many federal contractors seem quite adept at preparing such proposals so the discussion is most likely a worthwhile one... - What is in a Capture Plan?
Before you start writing a proposal, be sure to insist on having your business development team prepare a capture plan... - Do You Want To Win Government Business? Do Not Respond to "Public Request for Proposals"
When I started selling to the government, I thought it made sense to see where all of the opportunities were being posted. I found a great spot online: Fedbizopps.gov. I could simply search by word, agency, procurement type, dollar amount, location... - Turn a Losing "Blind Bid" into a Winning Opportunity
An agency of the US Government may send you a random Request for Proposal, which looks like it is a perfect fit for your organization... - Getting Embedded in Government Sales Circle
One of the keys to success in the government is to develop a strong relationship at an agency. My contention is to take it another step: you need to become not just an insider, but embedded... - OMB reports over use of "Name Brands" in Specifications
Office of Management and Budget (OMB) reports over use of "Name Brands" in Specifications from the Sales Firing Line, Eileen Kent Says, "Surprise, Surprise!"Challenge to Government Contracting Officers: "Don't Use Name Brands in RFPs" A memo was sen... - The Over $25,000 Public Bid Market
Although public bids are being used less frequently, the over-$25,000 public bid market is still large and important. Annual expenditures in this market average $30-35 billion... - The Guidelines for Winning Public Bids
The success of the General Services Administration (GSA) schedule program and the increased reliance by federal agencies on other Indefinite Quantity Indefinite Duration (IDIQ) contracts have reduced the number of public Requests for Proposals (RFPs... - Sell and Then Write Defensively to Win Government Contracts
Last week's installment discussed the necessity of pre-selling a sales opportunity before it appears as a public bid... - Loss Avoidance as a Sales Tactic
Companies hoping to land large federal sales opportunities quickly discover that bids offered under a public, Request for Proposal (RFP) are often expensive prospects to bid upon... - Writing Winning Proposals
In order to win federal contracts, your company will have to write proposals in response to those Requests for Proposals (RFP's) in which it has an interest. The proposal-writing process is laborious, tiring, and expensive... - Proposal Writing: A Summary
Previous installments presented information on the proposal writing process. This installment summarizes the key points made in these installments. Winning proposals are sales driven and emanate from relationship-based sales... - GSA Schedules and Sales Costs
We have previously discussed that a business may have to invest $25,000 to $75,000 (in terms of sales costs) to obtain a GSA Schedule... - Publicly-Advertised Negotiated Procurements
The publicly-advertised negotiated procurement market segment is a new world for companies that have not bid on negotiated procurements using requests for proposal (RFP) procedures. Responding to RFPs is unique for several reasons... - Responding to Public Procurements
In previous installments we discussed how to sell in the publicly-advertised IFB, RFQ, and RFP markets. In this installment we discuss how to respond (prepare a bid) to bid requests... - Managing the Proposal Process
Proposals are what some might call a "necessary evil" in the government negotiated procurement market... - Proposal Writing for Government Contracting
The previous installments we discussed managing and organizing a proposal writing project. This installment provides guidelines and tools for the proposal writing effort itself... - Multiple Award Schedule (MAS) Government Contracts
Overview of the Process The General Service Administration's Federal Supply Service (FSS) operates the federal supply schedule program. The program leverages the purchasing power of the U.S... - Proposal Writing: The Ugly Step Child of Your Business
I wrote my first proposal in 1967 for Booz, Allen, and Hamilton; that's 40 plus years of proposal writing... - Write Defensive Proposals
Most authorities on writing federal proposals define a defensive proposal as follows: One written with the goal of being the last proposal standing An offering that presents a practical solution from the customer's perspective One that gives the... - Proposal Writing: Sweet Spot Bidding
Our previous newsletters have stressed that companies should not respond to public bids unless they have a relationship with the customer. While this is generally true, the following are exceptions... - 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... - 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... - 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...
