(3) Develop your schedule with the end in mind. The proposal development schedule is an essential proposal management tool for outlining...

(2) Conduct a bid / no bid review. While many firms don’t believe in the value of a formal bid / no bid review, and consider this as a...

(1) Carefully shred the RFP Once an RFP is released, the first order of business is to carefully read through it and identify everything...

(1) Know the six keys to winning, and continuously assess your Pwin. (2) Know your customer through customer environment research. (3)...

(10) Perform Proposal Planning. This last lesson learned for Capture Management is a great segue into our next Top 10 List, for Proposal...

(9) Develop a staffing plan and initiate recruiting processes for key personnel and staff. Critical to planning to win and pricing to win...

(8) Develop a price-to-win strategy. As Capture Management Process Improvement Lesson Learned #7 has shown us, knowing your competition...

(7) Know your competition. Performing market research of the customer environment for any bid will reveal information about other...

(6) Carefully vet teaming partners before entering into teaming relationships. Choosing the right teaming partners for an opportunity is...

(5) Know your strengths, weaknesses, opportunities, and threats (SWOT). With strengths and weaknesses easily visualized through a...

(4) Know your capabilities / experience. As the #4 process improvement lesson learned has taught us, every potential opportunity...

(3) Develop and execute a customer call plan. Develop a call plan to obtain knowledge of the customer environment (requirements, pain...

(2) Know your customer through customer environment research. Planning matters in Government contract pursuits – opportunities must be...

(1) Know the six keys to winning, and continuously assess your Probability of winning (Pwin). Capture Management (aka Capture Planning)...

(1) Make the proper investment in time and resources to support the full BD lifecycle. (2) Recognize that consistently successful BD...

(10) After you a submit a SSN/RFI response, follow up to gain customer understanding/advocacy and to perform opportunity shaping. Too...

(9) If you are a small business with capabilities / experience that meet the Government’s requirements, then always make the time to...

(8) Use your pipeline as not only a bid tracking tool, but as a strategic planning and business analytics tool. The pipeline is much more...

(7) Track the opportunities being pursued in a pipeline. Once an opportunity is identified, then it should be added to your pipeline of...

(6) Carefully research potential teaming partners to find companies with the best qualifications. In identifying potential prime (or...