Articles
Expert insights for sales, operations, capture, proposal, and marketing pros.
November 22, 2022
What Should be Outlined in a Capture Methodology?
These Processes Are the Core of Effective Capture Methodologies A capture methodology is a defined and documented systematic approach to capture management. In other words, it is the documented standard operating procedure for how an organization...
November 8, 2022
How Enhanced Qualification Benefits Proposal Managers
Enhanced Qualification Helps You Win More & Lose Less Nobody is more attuned to the strength of a potential proposal opportunity than proposal managers. Because proposal managers vet incoming proposals, dissect the requirements, look for...
November 1, 2022
How to Talk to Your Executive About Proposal Qualification
Four Value Propositions that Demonstrate the Power of Proposal Qualification Enhanced qualification of bid and proposal opportunities is the most effective way to increase your p-win and proposal quality, reduce stress, and improve team morale. By...
October 18, 2022
Sales Qualification 101
How to Think About Sales Qualification Efficiency is defined as the state of production that produces as little waste as possible. All companies strive to be efficient. But few ever really achieve it. In business, waste is everywhere. From errant...
October 12, 2022
How to Build Buy-In to Better Qualify Proposals
Strategies for Talking to Your Executives About Qualifying Proposals Accurately qualifying proposals is one of the most impactful ways to improve your p-win, regain time to work on key initiatives, and reduce the stress of your team and your proposal...
September 28, 2022
Four Things Executives Should Know to Manage a Proposal Team
What to Know to Boost Proposal Win Rates The crux of every executive’s job is focus. Executives are tasked with getting the most out of their resources, and the best way to do this is to prioritize objectives and hold direct reports accountable to...
August 15, 2022
Understanding Contract Vehicles, IDIQ Contracts, and GSA Schedules
Utilize Contract Vehicles, IDIQ Contracts, and GSA Schedules to Win More Business With all the complications involved in contracting with the public sector, misunderstanding government lingo shouldn’t be among them. This blog post defines three common...
August 8, 2022
What is a Compliance Matrix?
How a Compliance Matrix Can Improve Your Proposal Responses In the world of bids and proposals, compliance means that a proposal satisfies the necessary requirements to avoid automatic disqualification and proceed to evaluation by the organization’s...
August 1, 2022
Best RFP Software on the Market
Where to Spend the Smart Money: The Best RFP Software for Your Needs Finding, qualifying, responding to, and debriefing RFP opportunities can be overwhelming. For many companies, the natural instinct is to bootstrap each element of the RFP response...