The Summit Explorer

Struggling with insomnia? I’ve got the perfect remedy. Just go find any cover letter that starts with, “We are pleased to present this proposal…”

There’s a place for tried-and-true methods, for tradition, and for working to maintain a standard of excellence. The world of government contracts has changed radically since these steps were developed, and education and training for government have equally evolved. There are more opportunities for professionals pursuing work in the GovCon world than ever before, yet some still believe this one-size-fits-all process can apply to this ever-changing landscape.

Not all questions are created equal in the GovCon world. Are you constantly disappointed at the Q&A responses you receive in your GovCon RFP responses? As humans, we’re naturally curious. Asking questions is a core instinct, so it makes perfect sense why asking questions in response to a GovCon RFP would be simple. Right?

Ask yourself, would you rather have “great tasting cookies” or “cookies just like mom used to make”? My mom made some “great tasting cookies” when I was a kid, but that’s probably not true for everyone’s mom. So why would a cookie company advertise “cookies just like mom made” if there’s a reasonable chance it’s not true?

Landing B2B or B2C contracts in an ultra-competitive market can be incredibly challenging. Landing federal contracts (B2G), however, can feel like scaling a mountain over and over. While your pursuit process starts with grand ambitions, it can easily spin out of control quickly and leave you with stale business development efforts – or even cause you to miss an opportunity completely.

Turning chaos into confetti. We’ve made it through the first month of the new year, and it’s time to seriously consider how we’ll be focusing our 2023 energy. Of course, a great way to look forward is first to reflect on where we’ve been.

“Every single function that goes into preparing and winning proposals is extremely important. It’s frankly one of the only ways a business can sustain its size and grow,” says Krystn Macomber, the founder of Summit Strategy.

Building a successful business requires resilience, determination, a growth mindset, and a dash of serendipity. As fellow APMP members, we’re guessing you’re proficient in your career, maybe even an expert at your craft – whether that’s proposal management, writing, designing, or business development. But being great at your craft doesn’t mean you’ll be great at running your own business.