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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 . - 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. - Writing & Managing Winning Proposals
Write fewer proposals; win more . - 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
- Message to Management: Why Should My Proposal Writing Capabilities Concern Me?
Federal proposal writing is inherently chaotic, a drain on billable hours, and crucial to revenue generation... - The Hard Part: Establishing the Customer Relationship
Like commercial sales the key to success in federal sales is establishing a customer relationship. Finding and convincing new customers that you are the answer to their prayer can be an arduous process because the government can be resistant to new faces... - Searching for Sales Opportunities
Products, services, and technology-based solutions are sold through relationships in both the commercial and federal sectors... - Get Out in Front to Win
The book of rules governing federal purchases is called the Federal Acquisition Regulation (FAR) which can be found at http://www.acqnet.gov/far/... - Distinguishing Yourself
You have a great product or service. Your price is where it needs to be. Perhaps you responded to an RFP once or you spent tons of time and money writing a proposal... - The Bid or No Bid Meeting
The bid/no bid decision should be made before or immediately at the time the RFP released... - The Consequences of Writing Losing Proposals
Previous installments have discussed the need to pre-sell a client prior to the announcement of a public bid and the need to write proposals in the voice of the customer... - Make Your Proposals Short, Sweet, and On Point
Government employees who have evaluated vendor proposals while with the government attend our federal sales seminars... - Proposal Evaluation: How It Really Works
Many people new to government proposal writing write their proposals to win, which seems to make sense, right? In the government market, however, you should write your proposals not to lose... - Why a Federal Proposal is Different?
Federal Requests for Proposals (RFPs) are unique... - Does a Relationship with the Customer Guarantee a Win?
In our previous proposal writing installments we have stated over and over that building a customer relationship is the key to a successful proposal... - Think of Proposal Writing As the Last Step in a Sale
Our federal sales seminars stress that your sales efforts and proposal-writing process should be one, highly-structured undertaking... - Solving the Proposal Dilemma
Our last installment discussed the haphazard and disjointed federal proposal writing efforts that take place in most companies and why they occur. This installment presents concrete steps that can be taken to minimize the problem. 1... - Implement an Incentive System
In a recent installment "Solving the Proposal Dilemma," we recommended that you use an incentive system to compensate your best technical writers when your company is the successful bidder on a federal opportunity... - 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... - What's in a Capture Plan?
Before you start writing a proposal, be sure to insist on having your business development team prepare a capture plan... - Could Your Proposal Writing Process Be More Structured?
It is not possible to have too much structure in your proposal writing process and even the largest prime federal contractors do not have enough... - 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... - Federal Proposals and Debriefings
Used judiciously, proposals and debriefings can be a source of sales opportunity information... - 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... - 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... - Managing the Proposal Process
Proposals are what some might call a "necessary evil" in the government negotiated procurement market... - 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... - Why Federal Proposals Exist
Why do proposals even exist? Contrary to popular belief, proposals are not written so federal evaluators can select the best, high-value solution to their problem... - 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...
