
Successful Proposal Strategies On the Go!
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Content
- Intro
- CONTENTS
- FOREWORD
- PREFACE
- ACKNOWLEDGMENTS
- 1 FOCUSED PASSION
- 1.1 LEADERSHIP ACROSS TIME AND GEOGRAPHY
- 1.2 POWER OF PROPOSAL WIN BONUSES
- 1.3 PROPOSALS AND PROPOSALING IN CONTEXT
- 1.4 FOCUSED PASSION HELPS WIN FEDERAL PROPOSALS
- 1.5 FIRST THINGS FIRST
- 1.6 INSPIRING PASSION
- References
- 2 PROPOSALING IN CONTEXT: WHERE DOES THE PROPOSAL FIT WITHIN THE ENTIRE MARKETING LIFE CYCLE?
- 2.1 INTRODUCTION
- 2.2 WRAPPING BUSINESS DEVELOPMENT, CAPTURE MANAGEMENT, AND PROPOSAL DEVELOPMENT IN A BLANKET
- 2.3 EVERYONE IN YOUR COMPANY IS IN BUSINSS DEVELOPMENT
- 2.4 LOOKING THROUGH THE LENS OF PMBOK
- 2.5 USING THE LENS OF PMBOK TO FOCUS ON CAPTURE MANAGEMENT
- 2.6 PROPOSAL DEVELOPMENT-PATHWAY TO SUCCESSFUL BLUE TEAM REVIEW
- 2.7 KM THROUGH THE LENS OF PMBOK
- References
- 3 THE IMPORTANCE OF HUMAN DYNAMICS
- 3.1 METAPHORS MATTER
- 3.2 THE 71% EFFECT
- 3.3 STOP DROWNING IN MEETINGS
- 3.4 SEARCHING FOR EFFECTIVE COMMUNICATION
- 3.5 ORGANIZATIONAL CULTURE AND PERFORMANCE SUCCESS
- Selected Bibliography for Building Effective Teams
- References
- 4 PROPOSAL DEVELOPMENT AND KNOWLEDGE MANAGEMENT
- 4.1 COLLABORATION TOOLS
- 4.2 SPINNING PROPOSAL GOLD
- 4.3 AGILE PROJECT MANAGEMENT AND EFFECTIVE KNOWLEDGE SHARING IN ORGANIZATIONS
- 4.4 LIGHTING THE WAY-GETTING THE MOST OUT OF WHAT YOU KNOW
- 4.5 ARTIFICIAL INTELLIGENCE AND KM IN PROPOSAL LAND
- References
- 5 STATED AND UNSTATED CRITERIA
- 5.1 STATED AND UNSTATED CRITERIA
- 5.2 DEEPER INSIGHT INTO UNSTATED EVALUATION CRITERIA
- 5.3 KEY QUESTIONS TO ASK GOVERNMENT CIVIL SERVANTS TO LEARN ABOUT UNSTATNED CRITERIA
- 5.4 GETTING CREDIT FOR YOUR STRENGTHS-SHAPING THE FINAL RFP
- 5.5 CANDIDATE INSTRUCTIONS TO OFFERORS LANGUAGE (SECTION L)
- 5.6 CANDIDATE EVALUATION FACTORS LANGUAGE (SECTION M)
- 5.7 CANDIDATE SECTION L LANGUAGE: LONG-TERM BUSINESS STRATEGY
- 5.8 CANDIDATE EVALUATION FACTOR LANGUAGE: LONG-TERM BUSINESS STATEGY
- 5.9 CANDIDATE SECTION L LANGUAGE: PROCESS INNOVATIONS
- 5.10 CANDIDATE EVALUATION FACTOR LANGUAGE: PROCESS INNOVATIONS
- 5.11 45 STRENGTHS ARE THE NEW TARGET
- Reference
- 6 MOVING BEYOND COMPLIANCE
- 6.1 PROPOSAL COMPLIANCE IS NECESSARY BUT NOT SUFFICIENT
- 6.2 FONT AND LINE SPACING: STILL CRITICAL ASPECTS OF PROPOSALING
- 6.3 STRAIGHTFORWARD COMPLIANCE CAN BE CHALLENGING
- 6.4 BUILDING A MEANINGFUL COMPLIANCE MATRIX
- 7 THE LOOK AND FEEL OF A WINNING PROPOSAL
- 7.1 WHAT DOES A WINNING PROPOSAL LOOK LIKE?
- 7.2 GOOD IS THE ENEMY OF GREAT
- 7.3 THE MOST IMPORTANT FACTORS IN WINNING
- 7.4 STAYING SHARP-BUSINESS ACQUISITION AS A FORMAL PROCESS
- References
- 8 HOPSCOTCHING THROUGH PROPOSAL-LAND
- 8.1 PROPOSAL INTEGRATION MAP
- 8.2 FRAMING AND PROPOSAL DEVELOPMENT
- 8.3 MAKING YOUR BUSINESS PROCESSES STAND OUT
- 8.4 COMMUNICATION AS A CRITICAL SUCCESS FACTOR IN PROPOSAL DEVELOPMENT
- 8.5 FEDERAL PROPOSAL DEVELOPMENT--COMPREHENSIVE RISK MANAGEMENT APPROACH
- 8.6 FEDERAL GOVERNMENT PROPOSALS-RESPONSIBLE CONTRACTOR
- 8.7 TAKE CONTRACTOR RESPONSIBILITY DETERMINATIONS SERIOUSLY
- 8.8 ORAL PRESENTATIONS
- 8.8.1 Best Practices for Virtual Oral Presentations
- 8.8.2 Selecting the Optimal Oral Presenters
- 8.9 INQUIRING MINDS
- References
- 9 THE IMPORTANCE OF UNDERSTANDING: SECTIONS L AND M
- 9.1 PAINT A PICTURE OF GENUINE UNDERSTANDING IN YOUR PROPOSALS
- 9.2 MISSING THE POINT OF UNDERSTANDING
- Reference
- 10 ORCHESTRATING TEAM INTERACTION AND DEVELOPING AN ON-TARGET PROPOSAL APPROACH
- 10.1 PROPOSAL DIRECTIVE-LIVING ENCYCLOPEDIA OF A WIN
- 10.2 THE CRITICAL ROLE OF THE PROPOSAL MANAGER
- 10.3 PULLING INTRIGUING THREADS-INTERVIEW WITH TECHNICAL SMES
- 10.4 RULES OF ENGAGEMENT FOR EFFECTIVE PROPOSAL MEETINGS
- 10.5 BUILDING YOUR TECHNICAL APPROACH SECTIONS FOR A U.S. GOVERNMENT PROPOSAL
- 10.6 INCREASING EFFECTIVENESS IN REMOTE PROPOSAL DEVELOPMENT ENVIRONMENTS
- 11 USING SECTION M AS A WINDOW
- 11.1 FEDERAL PROPOSAL DEVELOPMENT-LOOKING THROUGH THE WINDOW OF SECTION M
- References
- 12 PROPOSAL SOLUTION DEVELOPMENT
- 12.1 SOLUTION DEVELOPMENT OVERVIEW
- 12.2 SOLUTION DEVELOPMENT TOOLS
- 12.3 SOLUTION DEVELOPMENT PROCESS
- 12.4 FRAMEWORK FOR TECHNICAL SOLUTION DEVELOPMENT
- 12.5 BOX-IN-A-BOX MODEL FOR PROPOSAL DEVELOPMENT
- 12.6 SOLUTION DEVELOPMENT-EFFECTIVE ALTERNATIVE TO BRAINSTORMING
- 12.7 HELPFUL PROPOSAL PUBLICATIONS
- Reference
- 13 PRECURSOR TO THE EXECUTIVE SUMMARY
- 13.1 INTRODUCTION
- 13.2 WIN STRATEGY WHITE PAPER AS A SOLUTION DEVELOPMENT TOOL
- 13.3 THE EXECUTIVE SUMMARY AS A REQUIREMENT
- 14 MULTIPLE PALETTES
- 14.1 ANOTHER PALETTE: A MEANINGFUL PROPOSAL COVER LETTER
- 14.2 PROPOSAL GRAPHICS AND PROPOSAL COVER DESIGN
- 14.3 WEBSITES-PROPOSAL SUPPORT PLATFORM AND SOURCE FOR PROTEST
- 14.4 PROPOSAL PROTEST SOURCE MATERIALS
- 14.5 LINKEDIN PROFILES OF KEY PERSONNEL
- References
- 15 PROPOSAL WRITING
- 15.1 PROPOSALS ARE KNOWLEDGE-BASED SALES DOCUMENTS
- 15.2 ABCS OF PROPOSAL WRITING
- 15.3 WRITING STANDARDS
- 15.4 ABSTRACTING AS A PROPOSAL SKILL
- 15.5 ACTIVE VOICE ADDS STRENGTH AND SAVES SPACE
- 15.6 ACTION CAPTIONS
- 15.7 METHODS OF ENHANCING YOUR PROPOSAL WRITING AND EDITING
- 15.8 RESOURCES TO SUPPORT YOUR COMPANY'S PROPOSAL WRITING EFFORTS
- 15.9 POTPOURRI
- 15.10 TAKE OFF IN THE RIGHT DIRECTION: DEFINING ACRONYMS EARLY IN YOUR PROPOSAL DEVELOPMENT PROCESS
- 15.11 DOVETAILING-FIT YOUR PROPOSAL EXACTINGLY WITH THE FEDERAL RFP
- 15.12 WORDS TO AVOID IN YOUR PROPOSALS
- 16 ACHIEVING PROPOSAL STRENGTHS THROUGH FORWARD-LOOKING BUSINESS DECISIONS
- 16.1 SOURCE SELECTION DOCUMENTS AND PROPOSAL STRENGTHS
- 16.2 LINKING KEY BUSINESS DECISIONS TO PROPOSAL STRENGTHS
- 16.3 POINTING THE WAY-ANSWERS TO TRAINING PARTICIPANTS' QUESTIONS
- 16.4 POST-AWARD DEBRIEFINGS
- 16.5 LEVERAGING SOURCE SELECTION STATEMENTS TO MAKE KEY BUSINESS DECISIONS
- 17 LOOKING AT PROPOSAL REVIEWS FROM DIFFERENT ANGLES
- 17.1 VERTICAL AND HORIZONTAL PROPOSAL REVIEWS
- 17.2 MEASURE WHAT IS IMPORTANT-ENSURING THAT STRENGTHS FOR YOUR COMPANY APPEAR IN THE GOVERNMENT'S SOURCE SELECTION STATEMENT
- 17.3 COMBINING AGILE SCRUM AND SAM
- 17.4 AGILE IN CONTEXT
- Selected Bibliography
- References
- 18 BUILDING THE COST/PRICE VOLUME
- 18.1 OVERVIEW OF THE FAR
- 18.2 DEFINING KEY PRICING TERMINOLOGY
- 18.2.1 Cost Objective
- 18.2.2 Final Cost Objective
- 18.2.3 Direct Costs
- 18.2.4 Direct Labor
- 18.2.5 Subcontractor Labor
- 18.2.6 Labor Categories
- 18.2.7 Other Direct Costs
- 18.2.8 Indirect Costs
- 18.2.9 Fringe Benefits
- 18.2.10 Overhead
- 18.2.11 Procurement
- 18.2.12 G&A
- 18.2.13 Fully Burdened Rate
- 18.2.14 Fee
- 18.2.15 Unallowable Costs
- 18.3 OVERVIEW OF FEDERAL TRAVEL REGULATIONS
- 18.4 OVERVIEW OF THE COST ACCOUNTING STANDARDS
- 18.5 OVERVIEW OF RELEVANT GAAP
- 18.6 ADEQUACY OF THE CONTRACTOR'S INTERNAL ACCOUNTING SYSTEM
- 18.7 THE DCAA
- 18.8 RFP REVIEW
- 18.9 IMPORTANCE OF ALIGNING THE COST PROPOSAL WITH THE TECHNICAL AND MANAGEMENT PROPOSALS
- 18.10 COST ESTIMATING METHODS
- 18.11 METHODOLOGY FOR DETERMINING SALARY RANGES
- 18.12 METHODOLOGY FOR COMPUTING LABOR ESCALATION
- 18.13 HIGHLIGHTS OF THE PROCESS TO CALCULATE INDIRECT COSTS
- 18.14 DETERMINING ANNUAL PRODUCTIVE LABOR HOURS
- 18.15 METHODOLOGY TO COMPUTE FEE
- 18.16 COST VOLUME NARRATIVE AND PRODUCTION
- 18.17 AUDIT FILES
- 18.18 SPECIAL TOPICS
- 18.18.1 Uncompensated Overtime
- 18.18.2 Addressing Risk in the Cost Volu
- 18.18.3 What Is Cost Realism?
- 18.18.4 What Is Cost Reasonableness?
- 18.18.5 What Is Cost or Pricing Data?
- 18.18.6 Price to Win
- 18.18.7 Common Cost Proposal Problems
- 18.18.8 Useful Websites (Note That They May Change) and Templates (Always Check for the Latest Template Online)
- 18.19 PRICE PROPOSAL REFERENCE
- 19 ACADEMIC AND GOVERNMENT GRANT PROPOSALS AND INTERNATIONAL AND PRIVATE-SECTOR PROPOSALS
- 19.1 FEDERAL GRANTS
- 19.2 FEDERAL CONTRACTS
- 19.3 COMPARISON OF GRANT PROPOSAL WRITIN
- 19.3.1 Grant Proposal Writing
- 19.3.2 Competitive Federal Proposal Writing
- 19.4 INTERNATIONAL COMMERCIAL PROPOSAL DEVELOPMENT
- 20 EPILOGUE
- 20.1 DIRECT BENEFITS OF FEDERAL SUBCONTR
- 20.2 SPECIFIC STRATEGIES FOR ACHIEVING FEDERAL AND PRIVATE-SECTOR SUBCONTRACTS
- 20.3 BEST-PRACTICE B&P SCENARIO-SHIFT LEFT
- 20.4 SO, YOU ARE JUST GETTING STARTED WI
- LIST OF ACRONYMS
- ABOUT THE AUTHOR
- INDEX
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