Red Team Ramblings
Improving business capture rates by being honest with yourself
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...
Surge support is a cost-effective option for many mid-tiers
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...
A tale of two 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...
Leveraging certifications and contracts
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...
Pricing to win — we’re all in this to make a profit!
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...
Corporate discriminators that exceed “blah, blah, blah”
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,...
Client intelligence – don’t stand so close to me
Do you use client intelligence instead of client conversation? “Do we have enough intel?” “Let’s do a data call.” “Let’s mindmap!” If we’re honest, we probably would prefer to learn about our clients without having too much communication with them. Too often we seek...
GovRealm launches new website to ‘pleasantly engage’ and ‘exceed expectations’
“From the beginning my vision for our new website was to create a place that would pleasantly engage folks and then exceed their expectations,” said Kim Watters, the Fearless Leader of GovRealm, a consulting company that she recently launched to help Federal...
Hello world! GovRealm is here
GovRealm is new, but we are not novices. We’ve been in the realm for a while, helping clients determine (and fulfill) their unique Identify-Win-Manage pathway to successful government contracting. GovRealm provides the high-level, yet detail-oriented expertise,...