Why your proposal probably adds up to nothing | PropLibrary

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Most people write their proposals by doing things that add up to nothing. Instead of thinking through what it will take to win, they just start piling on positive sounding attributes. They might even be legitimately positive, but if they don’t fit the way the customer makes their decision, they won’t add up to much. Probably nothing.

Source: Why your proposal probably adds up to nothing | PropLibrary

Would you like to receive a free copy of a recently released second edition of a book on government contracting? | William Curry

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The second edition of “Contracting for Services in State and Local Government Agencies” was updated to include findings from 2015 nation-wide research project. Fifteen best practices were added in the second edition. On-line access is provided to best practices RFP and services contract as well as other contract management tools.

Enter to win a free copy at:

https://giveaway.amazon.com/p/f897a229d5bac9a2.

One simple thing you can do to greatly improve your proposal reviews | PropLibrary

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Proposal reviews typically result in dozens of comments from each reviewer. Multiply that by the size of your team, and it’s not unusual to have hundreds of comments. So not only do you invest time in preparing for the review and waiting for the participants to complete their review, you have to invest more time in processing all those comments.

Source: One simple thing you can do to greatly improve your proposal reviews | PropLibrary

Jeff Shen to Speak at SECAF’s Strategic Business Development Forum June 14 | Red Team Consulting

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On June 14, Red Team’s VP, Jeff Shen, will join a panel of fellow business development experts at Small and Emerging Contractor Advisory Forum’s (SECAF) Strategic Business Development forum. They will discuss what it take to compete in today’s Federal procurement environment, and what’s the best way to align your business development efforts. The other panelists include: Michael “Mickey” Jones, Partner at Evermay Consulting Group, and Scott Shaul, Senior Vice President at Worldwide Sales and Services.

Source: Jeff Shen to Speak at SECAF’s Strategic Business Development Forum June 14 | Red Team Consulting

How to create proposals that are bigger than yourself | PropLibrary

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We all dream of winning it big. If you want your business to win it big, there is something you need to master that’s more important that finding big leads. You have to create an organization that can do things bigger than yourself.

Source: How to create proposals that are bigger than yourself | PropLibrary

Figuring out what to say in your proposals | PropLibrary

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Figuring out what should go into your proposal is the most important part of the proposal process. You need more than an outline or a compliance matrix to figure out what to write. The MustWin Process provides a flexible way to plan the content of your proposals and uses it to solve many of the problems people encounter when preparing their proposals. How you plan proposal content implies how to prepare to win the proposal during the business development phase that occurs before the proposal effort even starts. The instructions that constitute a Proposal Content Plan also provide a baseline for how you review and validate the quality of your proposals.

Source: Figuring out what to say in your proposals | PropLibrary

Why your good proposal is going to lose | PropLibrary

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A lot of companies do exactly the wrong thing when faced with a must win opportunity. They try to make sure they don’t lose. They give the customer exactly what they ask for in the RFP. They may even make improvements here or there, if they can do it within the boundaries of the instructions. They try to be exactly what the RFP says the customer wants. They never realize that they are setting themselves up to lose.

Source: Why your good proposal is going to lose | PropLibrary

How to create a proposal that the customer cares about | PropLibrary

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When we write proposals, we often don’t know what the customer cares about. This is the main reason companies talk about how great they are. We write about things we assume the customer cares about or write fear they might care about, because in reality we don’t know. The result is a proposal that isn’t what the customer wants, written in a way the customer doesn’t want to read. The difference between winning and losing is often how you handle not knowing what the customer wants as well as you should.

Source: How to create a proposal that the customer cares about | PropLibrary

New Rule for Safeguarding Federal Contract Information | PNWC’s Government Contracting Update

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PNWC's Government Contracting Update

The FAR Councils have published a final rule to address the safeguarding of contractor information systems that contain or process information provided by or generated for the Government. This new regulation does not apply to information that is public. It addresses basic and enhanced safeguarding procedures for the protection of DoD unclassified information. These new rules apply to all acquisitions, including acquisitions of commercial items other than commercially available off-the-shelf items, when a contractor’s information system may contain Federal contract information. The effective date is about a month out, June 17, 2016.

Source: New Rule for Safeguarding Federal Contract Information | PNWC’s Government Contracting Update

GSA outlines new category for health care IT | Federal Times

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The agency sees a future so bright for health care IT acquisition, it’s expanding Schedule 70.

Source: GSA outlines new category for health care IT | Federal Times

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