Proposal Win Themes
By pturck—03/12/10
...Getting the right win theme(s) is critical to any successful proposal outcome. I want to share a couple of points about win theme(s) that stand out in my own experience and in the meeting's win theme(s) presentations as well.... ... More on this story...
Opportunities for Service Disabled Veteran Owned Small Businesses
By pturck—02/02/10
It's pretty evident from the news that the current administration is a small business friendly one. One of the ... More on this story...
New Partner/Co-Owner, Blake Myers
By pturck—01/06/10
As some of you may already know, effective 20 January...Blake brings a magnificent reputation built through years of hard work as a Career Army Officer and later as a Corporate Vice President in L-3 Communications. ... More on this story...
Selling to the US Federal Government – Capture is Critical
By pturck—12/17/09
Nothing is more important to the outcome of a successful bid than an excellent opportunity/business capture effort. There are three areas in particular that are critical to a successful capture effort and bid, these are: ... More on this story...
Mid-Life Work Crisis-Turning Plan B into Plan A
By pturck—12/15/09
To be honest I've never been fired or laid-off but I've seen enough of it, particularly in the last 18 months, to have a glimpse of how devastating and life changing such an event can be. It's natural to experience the stages of grief - denial, anger, bargaining, depress... ... More on this story...
NATO-Russia Reset Needed
By kturck—11/03/09
After co-writing an Op-Ed for The Moscow Times, Ambassador Bandler further discusses Russia's relations with the West and specifically NATO in "NATO-Russia Reset Needed", published by the Atlantic Council. He notes that, ... More on this story...
Why are My Capture Efforts Failing?
By pturck—10/08/09
Almost any shortfalls in your capture bid and proposal efforts will fall into three basic categories; either there is a business development organizational issue, a training issue or a... ... More on this story...
Part III- How Many Opportunities do I Need in My Pipeline?
By pturck—10/06/09
Easy and realistic answer: not more than you can manage from a capture perspective. What drives your pipeline is your revenue goals/target numbers. Let’s say for example that your revenue goal/target is $12M for 2010, which has been based on your forecast of ending 2009 at about $10M. Here is an approach that can help you determine the size of your pipeline. ... More on this story...
Federal Business Capture - (Part II) Building Your Business Pipeline
By pturck—09/17/09
Last night I attended the National Capital Region Chapter meeting of the Association of Proposal Management Professionals (APMP). The discussion topic for this particular meeting was coincidentally, "Winning More Bids With a BD Pipeline That Works!" If you are serious ab... ... More on this story...
Federal Business Capture - (Part I) Allocating Resources Across Your Sales Cycle
By pturck—09/16/09
In the Federal Space, acquisition is guided very closely by statute, primarily the Federal Acquisition Regulation (FAR). Opportunities are announced well in advance, sometimes years, and the business capture process for these opportunities has been turned into a science. ... More on this story...
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