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Recruiting and Selling Key Personnel in Service-Contract Proposals
Author:
Dave Herndon
Key Personnel
Recruiting and selling key personnel are critical factors in preparing winning proposals. Despite its importance, it is easy for even experienced proposal managers to let key personnel efforts get overshadowed by other issues.
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Editing (2)
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Graphics (4)
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Marketing (8)
- How To Take Advantage of Proposal Lessons Learned
- How to Increase your Win Ratio in One Easy Step
- Court wrestles with “commercial item” definition
- Market Intelligence as a Competitive Edge
- Relationships: The Core Concept in Building Government Business
- When Hunting for Contracts, Never use a Shotgun
- How Can a Small Business Win More Contracts?
- Marketing Positions Small Business to Win
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Key Personnel (1)
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Red Team (4)
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Proposal Writing (15)
- Fog Index and Pace
- Strategy-Theme-Discriminator Tree Development
- Write a Winning Transition Plan
- Proposal Strategy Tree
- Effect of the Stimulus on Government Contracting and Proposal Activity
- Keep Your Sentences Short: Why Shorter Is Better
- Eliminating Background Noise
- Avoiding Death by Bullet Point
- Leading Non-Professional Proposal Writers
- How to Write a Better Proposal Introduction
- Writing Persuasive Reasons Why Customers Should Select You
- When to Start Writing Before the Final Solicitation
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Resume Preparation (1)
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Proposal Coordination (2)
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Writing Past Performance (2)
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Orals Coaching (10)
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- Videotaped Oral Presentations
- Hey Coach! Help Me With Rehearsals!
- How to Select an Orals Coach
- Orals Coaching - "It's All in The Attitude!"
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- Orals - Knowing the Room Improves the Presentation
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Proposal Protests (5)
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Proposal Management (23)
- Getting Prepared to Win Large Proposals
- Difficulties in Determining Best Value
- The Proposal Manager's Tasks
- Maintaining Positive Contracting Officer Relationships...A List of Do and Don't Recommendations
- Unsolvable Problem: Your Proposal Team Argues over Proposal Quality
- Planning Your Solution vs. Planning Your Content
- The Proposal Plan: The Proposal Manager Prepares this Document to Guide the Proposal Creation Activity
- Five Popular Ways to Write A Losing Proposal
- Cost of Preparing Proposals
- The Challenge of Preparing Task Order Proposals
- Why Create Your Own Draft RFP?
- Asking Questions on Your Next RFP
- Five Easy Ways to Improve Your Proposals
- Proposal Departments: Whether to Use Permanent Staff or Consultants
- Volume Management: Getting the Best, Quickly, from Your Subject Matter Experts (SMEs)
- The Proposal Plan: The Proposal Manager Prepares this Document to Guide the Proposal Creation Activity
- Tips on Winning Proposals
- Pre-Proposal Goals Help Build Winners
- Storyboards Why Bother?
- The Top 10 Ways to Lose a Proposal
- The Top 10 Ways to Ensure Proposal Success
- The First Five Days
- Decomposing a Solicitation can be Fun
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Miscellaneous (8)
- OCI Sets New Standard for Speed
- An Open Letter from OCI to Our Customers
- Defense Appropriations Act Prohibits Mandatory Arbitration
- House Passes Defense Bill That Would Reduce Use of Contractors
- OCI Seminar Presented in Kampala
- President Obama's Affect on Proposal Work
- Ten Practical Rules For Protecting Rights In Technical Data And Computer Software
- Elements of a Good Product Demonstration
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Earned Value Management (1)
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Competition Analysis (8)
- Win Strategy General Guidelines — Strategy Definition and Planning
- Win Strategy General Guidelines — The Self Analysis
- Win Strategy General Guidelines - The Competitor Analysis
- The Proposal Manager's Four Uses of Competition Analysis
- Win Strategy General Guidelines - The Customer Analysis
- Competitive Analysis Considerations
- Win Strategy General Guidelines - Competition Data Base Requirements and Approach and the Opportunity Analysis
- Developing Competitive Intelligence on Service Contracts
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Risk Management (1)
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Capture Management (13)
- How to Capture the Win
- Proposal Writing Myths and Realities
- Proposal Espionage, a Cautionary Tale
- Why Should the Customer Select You?
- The Art of not being eliminated
- What Makes a Must Win Opportunity Any Different?
- 47 Things to Know Before The RFP is Released
- Alternate Proposals Why You Should (Almost!) Never Submit One
- Program Manager: To Win, You MUST Offer a PM with Customer Recognition
- Ten Things You Probably Did Wrong on Your Last (Losing) Proposal
- Capture Plans: To Win the Proposal Manager Must Bring These Elements into the Proposal
- The Different Customer Roles in Vendor Selection
- What's the Most Important Thing to Know about Winning Proposals?
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Proposal Evaluation (1)
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Government Procurement (8)
- PRESIDENTIAL MEMORANDUM ON GOVERNMENT CONTRACTING - RESERVING WORK FOR FEDERAL EMPLOYEES
- Predictions for the Proposal Market in 2010
- Looking for the "Perfect RFP"
- The Four Quarters of Federal Selling
- Early Stages of the Procurement Process Part 1
- Early Stages of the Procurement Process Part 2
- Seven Stages of the Procurement Process
- Five Tips for Better Business Cases
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Proposal Group Management (8)
- Do You Have a Proposal Process, or Just Think You Do?
- Who Should Write The Proposal
- How To Get A Proposal Software Purchase Approved
- Building a Proposal Development Capability
- 7 Principals That Should Guide Your Proposal Process
- Creating and Managing Boilerplate
- How Do Your Proposal Processes Compare with "Best Practices"?
- Developing a Proposal Library
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Contract Management (9)
- "Incumbent-itis”: How Incumbents can Lose the Proposal Competition
- Defending Incumbent Contracts - The "Vulnerability Assessment"
- Why Your Company Should Consider the Blanket Purchase Agreement
- Pricing Adjustments
- Wired RFPs
- Inexperienced Negotiators
- Sole Source - The Voice of Experience
- Post Award Debriefs
- Do Contractors Have to Police the Government?
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Business Development (6)
- Business Development Goals Creating Winning Teams
- The Goal of Good Business Development
- The Role of the Pipeline in Managing Business Development
- 101 Things Your Business Development Process Should Address
- Managing the Transition from Business Development to Proposal
- Simple Guidelines Small Business can Use to Measure Business Development
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Virtual Proposal Preparation (1)
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Unsolicited Proposals (1)
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Performance Based Service Contracts (PBSC) (3)
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Grants (1)
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Executive Summary (1)
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First Time Proposals (1)
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Training/Education (2)
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