Category: Proposal Management

The REAL Numbers (& Why the Burnt-Out, Sleep-Deprived #GovCon Proposal Manager Industry Norm Needs to Change)

Often, companies find that the hours needed to produce a compliant and compelling response exceed the number available in-house. But, they push forward anyway. Which is why burnout and turnover in GovCon proposal development are very real issues. WinBiz is passionate about helping our clients to grow and capture more revenue—and that requires knowing and being honest about the numbers. ...READ MORE »

What’s Really Driving Your Proposal Budget?

In general (and based on 20+ years in the industry as BD directors and consultants), the expected cost for any proposal development effort is between 1-3% of the contract value. The two biggest factors driving this cost—every single time—are the size of your proposal and how much relevant content you have available. These two variables form the foundation for determining cost and ...READ MORE »

The Worst Question to Ask When Working with a Consultant…and what you really should be thinking about

As leaders, we have a tendency to focus on the bottom line, moving the needle, and getting results. So, naturally, our first question when hiring a consultant tends to be, “What will it cost for you to run this proposal for me.” But it’s not just a bad question, it’s the single worst question you can ask. Because the answer ...READ MORE »

Win More With Better Win Themes: The What

  When we talk about win themes, we’re talking about the higher-level features and benefits of your solution. Win themes are not one-size fits all. They focus on individual customer pain points and speak to those points specifically—whether lower cost, lower risk, proven solutions, innovation, experienced talent, or performance-based accountability—by using proof statements to validate how those pain points will ...READ MORE »

Win More With Better Win Themes: The Why

All you have to do is say the words, “Win Themes,” and even businesses with the most robust proposal teams and processes might cringe. Why? Because the process of creating win themes can not only seem ambiguous, but also requires you to pause long enough to reflect and refine your messaging. In a perfect world, creating win themes would be a team-affair. Leadership, sales, proposal writers, ...READ MORE »

Why B2B Best Intentions Struggle in the Federal Sector

We see a high concentration of business to business (B2B) and commercial companies struggling to expand into the federal and government sector (FedGov). Why? They’re applying their sales process and acquisition tactics to the FedGov space. Unfortunately, navigating the FedGov’s procurement process isn’t that simple. To help our B2B friends better understand the world of FedGov proposal development, we’re sharing a ...READ MORE »

Goodbye SharePoint and Hello!

Finding the right technology to manage projects and support proposal development is painful and often wrought with the time-suck of trial and error. We’ve been a Microsoft shop since day one, and our love affair with MS Office goes back much further. Up until recently, if you were to ask us what project management system was the best…we’d answer ...READ MORE »

Don’t Ditch Daily Huddles [infographic]

We have seen a trend recently to ditch daily huddles and we’ve literally heard every excuse in the book: “I’m too busy to add another meeting to my calendar,” “we already have milestone check-ins during the color reviews,” and “if someone needs something, they can just call,” and more. Sounds reasonable, right? We’re here to say, not so much. Our experience supporting thousands ...READ MORE »

Proposal Basics: Outlining Your Proposal

The very foundation of a winning proposal is the process of organizing the response. At WinBiz, we compare it to a home construction blueprint. You may be able to envision the end result (and have already mentally picked the huge flat screen for the man cave), but before you break ground…you have to design the floorplan, determine how many rooms ...READ MORE »