Program Managers Do Not Make Good Capture Managers

Often debate rages as to whether it is generally a good idea on recompetes for incumbent program managers (PM) also to be dual-hatted as capture managers. Absolutely not. Sometimes we see what we want to see, not what really is. In like manner, some incumbent program managers are too close to the recompete to see
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Proposal Managers: Ten Keys to Effective Stand-up Proposal Meetings

We have all been there: Stand-up meetings that began with such promise, but over time they languished until we came to dread them as time wasters. Here are 10 keys to making your stand-up meetings effective for everyone: Actually stand up. Don’t let anyone settle in their seats for a session of gridlock. They’re called “stand-up
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Proposal Managers Beware: 10 Red Flags and Warning Signs

As proposal manager, there are nine — make that an even ten — red flags that should give you pause during the proposal process. Beware of these telltale signs that trouble is brewing: An absence of real customer insight – the team knows only superficialities. A blowhard subject matter expert claiming to know it all and who countenances no
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Murphy’s Law for Capture Managers

Just when you thought you’d planned for every contingency, your old friend Mr. Murphy pays you a visit. Consider whether any of the following ring true during your capture process: Left to itself, a capture effort tends to go from bad to worse. The request for proposal (RFP) is always wired for someone else. The
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