Should We Judge Proposals the Same Way as We Judge People?

Should We Judge Proposals the Same Way as We Judge People?

Should we judge proposals the same way we judge people? Perhaps the answer should be “yes.” According to Amy Cuddy, a social psychologist in the Harvard University Business School and the author of Presence: Bringing Your Boldest Self to Your Biggest Challenges (2015), first impressions are very important. People size us up in seconds, but […]

How can Proposal Professionals Learn to Shift their Perspectives?

How can Proposal Professionals Learn to Shift their Perspectives?

Bookstores are full of business advice books about how to become more creative. Although the advice varies, it usually involves learning to shift your perspective so that you see your tasks and challenges in new ways. For proposal professionals, this often involves brainstorming meetings about win themes, proposal strategy, storyboarding, and the like. However, there […]

Good Strategies for Winning Proposals in 2016

Good Strategies for Winning Proposals in 2016

We are all prognosticators, and advice has always been easy and cheap, indicating that often it of little value. Nonetheless, there are trends in Federal contracting that do point to several clear-cut winning proposal strategies in 2016. My advice, inexpensive as it is, comes from the January 2016 “Practitioner Perspectives” of Wolf Den Associates in […]

Want to Improve Your Proposals?  Go Take a Walk!

Want to Improve Your Proposals? Go Take a Walk!

In the proposal field, we like to boast about how we pulled an all-nighter to finish a $100 million bid or the time we worked for 36 hours on a proposal minus a four-hour nap under our desks. We expect to spend long hours on proposals and are proud of our fortitude and ability to […]

Why It’s Important to Tell Great Stories in Your Proposals

Why It’s Important to Tell Great Stories in Your Proposals

Put yourself in the place of the reviewers of your proposal. You have been asked to review proposals in the midst of your daily responsibilities. You probably do not know much about the procurement opportunity. Perhaps you have not had much time to read the RFP. And to add to your uncertainty, you cannot really […]

Using Statistics Accurately in Proposals

Using Statistics Accurately in Proposals

Numbers in proposals can be used or abused. Learn to use numbers accurately and with caution.

Why Lunch May Be the Most Important Part of a Proposal Professional’s Day

Why Lunch May Be the Most Important Part of a Proposal Professional’s Day

When you sit at your desk to eat lunch, you are worsening your health and contributing over 100 hours of uncompensated work annually to your employer.

Making Relevant Experience Count in Proposals

Making Relevant Experience Count in Proposals

To develop a competitive application, you must highlight your relevant experience.

The Top Six Lessons Steve Jobs can Teach Proposal Professionals

The Top Six Lessons Steve Jobs can Teach Proposal Professionals

There are important lessons for proposal professionals in the life and work of Steve Jobs.

You Must have a Good Win Strategy to Develop Good Win Themes

You Must have a Good Win Strategy to Develop Good Win Themes

Do not confuse your win strategy with your win themes.