Change is in the Wind; Are You Ready?

We have been keeping an eye on changes in the way the federal government conducts its procurement process. In 1994, Congress passed the Federal Acquisition Streamlining Act (FASA); the federal government wanted to cut its procurement costs. Among the big changes are 1) structuring RFPs that focus on a vendor’s past performance, rather than the

FOIA: One Way to Get an Edge on the Competition

Doing business with the federal government? If you’re willing to dig, you can find a wealth of “insider” information through the Freedom Of Information Act (FOIA) process. Simply put, FOIA lets individuals or companies obtain records from Federal agencies. You can use these documents to both assess upcoming opportunities and evaluate potential competitors. Here are

Freedom of Information Act (FOIA) Update

In another article in these pages, we discuss how you can use the Freedom of Information Act (FOIA) to help get a leg up on the competition. We have found a number of FOIA-related sites that can help you navigate the FOIA process.If you want a guide to the Freedom of Information Act, check out

Webwatch: Proposal-Related Sites on the Net

In a prior article we tied you into some Freedom of Information Act (FOIA) sites you can visit to help you get an edge on the competition.  Here are some more links that can help you in your proposal development efforts.  If you know of any more, drop us a line and we’ll post ’em. General Procurement

Montana Changes the Rules – It's All Public

There are many lessons to be learned by examining winning proposals. And its getting easier to get copies of winning proposals. In fact, in some jurisdictions winning proposals and the related documentation are available on demand. This change was not made by procurement officials looking to gain popularity with the supplier community. Typically, the easy

How to Make the Most Out of a Short Turn-Around Time

Here’s something we can all agree on: There’s almost always a time-crunch when it comes to writing proposals. Maybe the client doesn’t give us much lead time (two weeks; a week; three days). Or maybe the RFP sits on someone’s desk for too long before a decision is made to go for it. Whatever the

Follow a Systematic Approach to Preparing Proposals

In a recent article we talked about how a chaotic approach to writing a proposal can erode the quality. We also told you we’d show you how to impose some order on the chaos. Check out this flow chart that shows these steps in the process. You can tweak it to fit your situation, but

A Chaotic Process Erodes Your Proposal's Quality

As we’ve discussed already, it is important to come up with a set of themes that run throughout the proposal. But how do you come up with these themes? You develop them during a win strategy session. This meeting, held at the beginning of the proposal effort, concentrates on four areas: Step 1: Identify client

Conduct a Lessons-Learned Session

Everybody I have ever talked to agrees that it’s important to do a lessons learned exercise after a proposal. Hardly anybody ever does. “No time right now,” they say. “Too busy,” they say. “We’ll get to it later,” they say. And they don’t. And guess what? They go out and make the same mistakes on the

Attend Loss and Win Debriefs with Your Client

The client has made his decision, and you have either won or lost. And after all those days/weeks/months you have worked on the proposal, the last thing you want to do is spend any more time with it. But there is one more thing: request and attend a loss or win debrief with the client.

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