Articles

Expert insights for sales, operations, capture, proposal, and marketing pros.

July 26, 2022

How to Find Government Contracts, Bids, and Proposals

Your Guide to Finding The Right Government Contracts, Bids and Proposals Because public sector procurement is governed by strict regulations and disclosure policies, governments are almost always legally required to post upcoming contracts, bids,...

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June 21, 2022

How to Understand the RFP Scorecard

How to Understand the RFP Scorecard What is an RFP Scorecard and Why is It Important? Requests for Proposals (RFPs) were designed as a tool to make unbiased procurement decisions to prevent corruption. As such, RFPs often contain detailed evaluation...

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June 14, 2022

What is an RFP, RFI, RFQ, or RFx?

What is an RFP, RFI, RFQ, or RFx? For companies operating in complex industries, navigating complicated procurement processes is an operational necessity. Nonetheless, procurement is a field awash in technical jargon that can make it difficult for...

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May 20, 2022

5 Pitfalls to Avoid When Starting With Proposals

What to avoid when starting with Proposals Proposals are key to growth for companies in complex industries. Yet, too often proposals can pose operational difficulties, sapping time, energy, and resources. If your company is struggling to respond to...

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May 4, 2022

Go/No-Go Decisions 101

Professional poker players say the most crucial factor to their success is knowing when to play a hand and when to fold it. Poker players look at the available information, calculate the odds of success, and use this data to make quick decisions to play...

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April 13, 2022

How Black Hat Exercises Improve Competitive Positioning

Proposals aren’t won in a vacuum. Every victory in a competitive solicitation exists within a competitive landscape. Proposals must not only convince reviewers that your solution is attractive and viable but also that it offers more value than any of...

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April 5, 2022

Addressing the Tension Between Business Development, Sales, and Proposals

In nearly every business, tension exists between Business Development, Sales, and Proposals. The tension is structural and natural. Each function relies on the others to achieve its goals. Yet each also maintains different goals and incentives that can...

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March 22, 2022

How to Implement Color Team Reviews at any Resource Level

Have you been interested in implementing a Color Team Review System but never had the resources to establish the entire program? Read on to learn how to implement the Color Team Review System at any resource level. The Color Team Review System, a best...

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March 15, 2022

How to Win Friends & Influence Proposals

In 1936, Dale Carnegie published the seminal business book, How to Win Friends & Influence People. Though nearly a hundred years old, the book is still a near requirement for anyone interested in business. Through a series of principles and anecdotes,...

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