by Kim Watters | May 26, 2015 | Contracting Advice
The first step to improving business capture rates is understanding that planning is the key to success. The second step is asking yourself if you are the best person in your firm to do it. Are you a planner? Just because you’re in charge and responsible for most of...
by Kim Watters | May 12, 2015 | Contracting Advice, Proposals
Surge support is a cost-effective option to ensure that your in-house proposal managers keep their sanity and keep you as their employer. Most mid-tier companies have a skilled professional who wears the proposal manager mantle and is responsible for overseeing...
by Kim Watters | Apr 19, 2015 | Contracting Advice, Proposals
This is a tale of two proposals done by different departments in the same firm. Competent professionals who had completed (and won) several proposals in the past staffed each department. Department A, looking at their limited resources, did their proposal by the seats...
by Kim Watters | Mar 12, 2015 | 8(a), Contracting Advice
1le·ver·age noun \ˈle-və-rij, ˈlē-; ˈlev-rij, ˈlēv-\ Influence or power used to achieve a desired result Leveraging a certification or contract means you are using influence or power to achieve a desired result. A key part of this formula is defining the influence or...
by Kim Watters | Feb 9, 2015 | Contracting Advice, Proposals
Pricing is often the most perplexing aspect of submitting a Government bid. There are no pricing shortcuts, no Cliff Notes or crystal balls for pricing. To get pricing right, we have to dig deep into your books and combine that information with current research to...
by Kim Watters | Jan 3, 2015 | Contracting Advice
What does your firm do better than most? What makes you different? Why do people hire you? Are your skills, background and past performances rare in your industry? What differentiates your company in a crowded field? This month I challenge you to re-examine,...
