Join Lisa and APMP-NCA for a FREE webinar on Assessing Capture Readiness. Business capture takes time and money, sometimes with few tangible results. How do you assess capture readiness for each opportunity in your pipeline? This webinar will explore Key Performance Indicators (KPIs) that help you measure and track capture progress, […]
On October 11th, the APMP-NCA chapter hosted its annual Mid-Atlantic Conference and Expo at the Westin Tysons Corner. 2018 was a record-breaking year for the conference, with over 290 people in attendance. Attendees included professionals from proposal development, business development, capture, and contracts. In addition to record-breaking attendance, 18 companies […]
Business is all about knowing your markets. You need to know who you are selling to, and you must be able to identify and understand your competition. Failure to do so can seriously impact businesses of all types, but especially start-ups and businesses just getting their footing. Business reality television […]
You have a lot on your plate. You’ve got 5 projects that must run right, staffing problems to stay on top of, and then you must make sure your invoices get paid and meet payroll. It is easy to push marketing to the back burner so you can get everything […]
This is the second installment of a two-part article about the uses and benefits of video white papers. Part 1 appeared as the featured article of the fall issue, published in August of 2018. “We aggressively chase RFPs… We’ve gotta get better at early engagement,” according to a president of […]
For small businesses looking to compete for Federal contracts, one question that always comes up is whether or not to partner with other firms to pursue an opportunity. Some reactions to partnering include the following: “We have to give up half of the revenue (or more!) if we partner with […]
The Capture process is more than identifying a customer’s requirements and objectives in a Request for Proposal (RFP). Here are seven steps to help you develop your capture process. 1. Know the Customer Ideally, your capture process starts prior to the release of the RFP. It should begin with understanding the […]
Welcome to the new Executive Summary eZine!
Learn more about this year’s Mid-Atlantic Conference, scheduled for October 2018.
I recently had the privilege of sitting down with Stacey Coolican, CEO of Coolican Consulting, to talk about the topics Bob Lohfeld and I wrote about in our book, 10 steps to creating high-scoring proposals. As a former Senior Contracting Officer with an unlimited warrant and over 20 years’ DoD experience including supporting Acquisition Category I (ACAT I) major weapons system programs, Stacey offers tremendous practical experience with accompanying insights that add another perspective to the suggestions Bob and I share in the book (excerpts below).