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Capture plans are only useful if people use them
March 16, 2026 | Comic
A capture plan collecting dust is like a recipe taped to the fridge while you order DoorDash. We build them, feel productive, and never open them again. A capture plan only works if it drives daily behavior.ย Who did we talk to?ย What did we learn?ย What shifted? If it's not being updated, it's not a plan. It's a wish list with a cover page. Work the plan or delete it. One of those two options wins. Stay strategic.
๐๐ณ ๐๐ผ๐๐ฟ ๐ฝ๐ฟ๐ผ๐ฝ๐ผ๐๐ฎ๐น ๐๐ฒ๐ฎ๐บ ๐ถ๐ ๐ฒ๐ ๐ต๐ฎ๐๐๐๐ฒ๐ฑ, ๐๐ผ๐บ๐ฒ๐๐ต๐ถ๐ป๐ด ๐ถ๐ ๐ฏ๐ฟ๐ผ๐ธ๐ฒ๐ป.
March 13, 2026 | Comic
Yes, proposals take effort. Deadlines are tight. But when every submission turns into a three-day caffeine marathon with pizza boxes and someone muttering at Microsoft Word, the problem is not the proposal team. It is weak capture, late strategy, and opportunities showing up two weeks before the deadline. That turns proposal writing into emergency response. Strong positioning makes proposals focused and manageable. If your proposal room looks like a disaster relief site for government contracting, it might be time to fix what is happening upstream.
If your proposal team is exhausted, something is broken.
March 13, 2026 | Comic
Yes, proposals take effort.ย Deadlines are tight.ย But when every submission turns into a three-day caffeine marathon with pizza boxes and someone muttering at Microsoft Word,ย the problem is not the proposal team. It is weak capture,ย late strategy,ย and opportunities showing up two weeks before the deadline. That turns proposal writing into emergency response. Strong positioning makes proposals focused and manageable. If your proposal room looks like a disaster relief site for government contracting,ย it might be time to fix what is happening upstream.
Color team reviews are helpful. But they are not magic.
March 10, 2026 | Uncategorized
A red team can fix grammar. A pink team can tighten messaging. A gold team can polish the story. A chartreuse team can verify that the vending machine on the 3rd floor still has Flamin' Hot Cheetos and that someone remembered to order the good coffee for the debrief. What none of them can do is fix weak positioning. If the agency does not know you, trust you, or see you as the logical choice, no amount of proposal editing will save it. It is like trying to fix a bad first impression with better punctuation. Winning starts months before…
March 9, 2026 | Uncategorized
Proposals rarely fail at submission; they fail months earlier. They flop when the agency has never heard of you,ย like a magician without an audience.ย They stumble when you skip talking to the program office,ย good luck winning charades without knowing the rules!ย They struggle when you miss the real problem behind the requirement,ย akin to fixing a leaky faucet with a hammer. By the time the RFP is released,ย buyers already know their preferred solution and who they trust.ย If youโre relying solely on your written response,ย youโre already behind the eight ball.ย Winning starts long before the proposal…
If you rely on proposals to persuade,
March 6, 2026 | Uncategorized
you already lost. In government sales,ย persuasion does not start at submission. It starts in conversations months before the RFP is written.ย It starts when you understand the agencyโs mission,ย build relationships with program stakeholders,ย and communicate measurable value early. By the time a solicitation is released,ย the buyer should already know who you are and what you bring to the table.ย The proposal is not where you convince them.ย It is where you confirm what they already believe. Are you building influence before the bid,ย or hoping your writing skills save you?
Adding more SINs to fix a sales problem is like buying a bigger fishing net when you haven’t put your smaller net in the lake you’re already standing in.
March 3, 2026 | Business Development
Picture it. You're standing knee deep in a lake. Fish everywhere. You've got a perfectly good net in your hands. But instead of putting it in the water, you're just standing there. Waiting. Hoping the fish figure out what you're selling and swim directly into your hands. They don't. So your solution is to buy a bigger net. That's exactly what happened on a call last week. A prospect wanted to add SINs to their GSA Schedule. Here's where they stood: $0 in Schedule sales. Base year expiring in less than 12 months. Zero wins in the SINs they already…
๐๐ป๐ฐ๐๐บ๐ฏ๐ฒ๐ป๐๐ ๐ฑ๐ผ๐ป’๐ ๐น๐ผ๐๐ฒ ๐ฐ๐ผ๐ป๐๐ฟ๐ฎ๐ฐ๐๐ ๐ฏ๐ฒ๐ฐ๐ฎ๐๐๐ฒ ๐๐ผ๐บ๐ฒ๐ผ๐ป๐ฒ ๐๐ป๐ฑ๐ฒ๐ฟ๐ฏ๐ถ๐ฑ ๐๐ต๐ฒ๐บ.
March 2, 2026 | Uncategorized
๐๐ป๐ฐ๐๐บ๐ฏ๐ฒ๐ป๐๐ ๐ฑ๐ผ๐ป'๐ ๐น๐ผ๐๐ฒ ๐ฐ๐ผ๐ป๐๐ฟ๐ฎ๐ฐ๐๐ ๐ฏ๐ฒ๐ฐ๐ฎ๐๐๐ฒ ๐๐ผ๐บ๐ฒ๐ผ๐ป๐ฒ ๐๐ป๐ฑ๐ฒ๐ฟ๐ฏ๐ถ๐ฑ ๐๐ต๐ฒ๐บ. They lose because they got comfortable. Like a restaurant that packed the house for years and then stopped wiping down the menus. Past performance is not a personality. Relationships don't renew contracts. Value does. Meanwhile, the challenger coming for your lunch is doing their homework. They're mapping agency pain, finding the stakeholders you forgot to call, and building their position before the RFP ever sees daylight. The incumbent's biggest threat isn't the competition. It's the assumption that showing up is the same as selling. We've watched companies lose contracts they'd held for…
Busy is not the same thing as productive in government sales.
March 2, 2026 | Uncategorized
Busy is not the same thing as productive in government sales. Being busy feels good. You're broadcasting emails. You are chasing SAM notices. You are updating your website and cape statement for the fifth time this month. But let me be direct. Being busy is not the same thing as being productive. Productive is mapping your experience to agency pain. Productive is identifying who actually buys what you sell. Productive is building relationships before the RFP drops. Productive is working a focused pipeline with clear bid and no bid decisions. Activity without strategy is just noise. If your days…
๐ช๐ต๐ฎ๐ ๐ฎ๐ฐ๐๐๐ฎ๐น๐น๐ ๐๐น๐ผ๐๐ ๐ฑ๐ฒ๐ฎ๐น๐ ๐ฑ๐ผ๐๐ป ๐ถ๐ป ๐ด๐ผ๐๐ฒ๐ฟ๐ป๐บ๐ฒ๐ป๐ ๐๐ฎ๐น๐ฒ๐?
March 2, 2026 | Uncategorized
๐ช๐ต๐ฎ๐ ๐ฎ๐ฐ๐๐๐ฎ๐น๐น๐ ๐๐น๐ผ๐๐ ๐ฑ๐ฒ๐ฎ๐น๐ ๐ฑ๐ผ๐๐ป ๐ถ๐ป ๐ด๐ผ๐๐ฒ๐ฟ๐ป๐บ๐ฒ๐ป๐ ๐๐ฎ๐น๐ฒ๐? It is not the paperwork. It is not the regulations. And it is not that โthe government moves slow.โ Deals stall because companies wait too long to engage. They show up after the RFP drops. They rely on SAM searches instead of building relationships. They lead with their set aside instead of their value. They bid without understanding the buyerโs real pain. Government sales rewards those who shape early, build trust, and stay focused. If your deals keep dragging, the better question is this. Are you proactively creating demand, or reacting to…
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