Successful proposal strategies on-the-go! / Robert S. Frey.

Format:

Book

Author/Creator:

Frey, Robert S., author.

Series:

Artech House technology management and professional development library

Language:

English

Subjects (All):

Proposal writing for grants.

Physical Description:

1 online resource (xx, 286 pages) : illustrations.

Edition:

First edition.

Place of Publication:

Norwood, MA : Artech House, [2024]

Summary:

An invaluable compendium of up-to-date, real-world vignettes, these detailed depictions are crafted from 35 years of thought leadership and hands-on engagement in U.S. Federal Government proposal development for support services contractors. There is meaningful context built around each vignette, allowing readers to see immediately how to apply the lessons learned. The insights presented are applicable to small businesses and mid-tier companies, as well as global Fortune 50 corporations. Written in a highly accessible style and accompanied by the author⁰́₉s own photographs, On-the-Go! delivers concise, clear-sighted observations and helpful business-driven recommendations. Topics are drawn from actual challenges and situations that organizations and their staff professionals face every proposal. Across the spectrum of vignette topics, attention is paid to multiple dimensions in and around proposal development, human and organizational dynamics, linking business decisions to proposal strengths, building the proposal response, proposal writing, and more. In addition, coverage extends to academic and public-sector grant proposals, as well as international private-sector tenders. All the vignettes are easy to use and integrate into an organization's thinking and best practices because they are streamlined. Importantly, On-the-Go! brings practical value to executive leadership, business developers, capture managers, and proposal developers and managers, along with technical and programmatic subject matter experts and knowledge managers.

Contents:

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

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

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

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

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

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

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

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

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

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

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&amp

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&amp

P SCENARIO-SHIFT LEFT

20.4 SO, YOU ARE JUST GETTING STARTED WI

LIST OF ACRONYMS

ABOUT THE AUTHOR

INDEX.

Notes:

Description based on publisher supplied metadata and other sources.

Description based on print version record.

Includes bibliographical references and index.

ISBN:

1-68569-014-9

OCLC:

1417757913