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One exhausted hero does not win government contracts.
April 15, 2026 | Uncategorized
A functioning team does. We have all seen it. One person carrying the entire proposal is like the world’s strongest man hauling a couch up three flights of stairs. Impressive. Unnecessary. Someone is going to pull something. Sustainable teams win. Check your bench this week. Stay strategic.
Our book launch is right around the corner… close enough that we can smell it,
April 14, 2026 | Business Development
but not close enough to take it out of the oven yet. Which is ironic… because for 20 years I’ve been telling people to stop over-researching and just execute. And then I spent months writing a book. We’re aware. After working with 3,000+ companies and $14.5 billion in contracts, we had enough material for a library. You’re getting one book. You’re welcome. No fluff. No theory. Just the framework we use every day. Targeting an early May release. And like a slow cooker brisket, We're not pulling it out early just because someone is hungry. Sign up here on…
Most proposal fire drills are self inflicted
April 13, 2026 | Uncategorized
A proposal fire drill feels like an emergency. It is usually not. The RFP did not sneak up on you like a raccoon in a parking garage. It was on SAM.gov. There was a draft RFP. There were industry days. We just did not start early enough. No capture. No pricing models. No strategy sessions. No customer conversations. Just vibes. Then the RFP drops and suddenly everyone is a hero eating cold pizza at midnight. Start earlier. The fire drill is optional. Stay strategic.
Working nights on a proposal means the plan failed weeks ago.
April 8, 2026 | Uncategorized
Here is the fix: Research early. Know the agency's priorities before the solicitation posts. Not the night it drops. Position before the RFP. If the agency does not know you yet, the proposal is just a very expensive cold call. Build the capture plan now. A good capture plan is like a slow cooker, set it early and dinner is ready on time. Skip it and you are ordering pizza at midnight wondering where it all went wrong. Daytime proposals win. Midnight proposals survive. Stay strategic.
If suffering is part of your strategy, something’s broken.
April 6, 2026 | Uncategorized
If suffering is part of your strategy, something's broken. We see it every week. Companies grind through proposals, chasing every opportunity, burning out their teams and calling it hustle. That's not a strategy. That's desperation with a calendar. The companies winning government contracts aren't working harder. They're working in their lane. They know their buyer. They know their value. They bid to win, not to stay busy. Suffering isn't a badge of honor in this market. It's a signal. Fix the strategy. The suffering goes away on its own.
Who’s out for Skylar today?
April 3, 2026 | Uncategorized
Who’s out for Skylar today?
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. Who did we talk to? What did we learn? 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.
𝗜𝗳 𝘆𝗼𝘂𝗿 𝗽𝗿𝗼𝗽𝗼𝘀𝗮𝗹 𝘁𝗲𝗮𝗺 𝗶𝘀 𝗲𝘅𝗵𝗮𝘂𝘀𝘁𝗲𝗱, 𝘀𝗼𝗺𝗲𝘁𝗵𝗶𝗻𝗴 𝗶𝘀 𝗯𝗿𝗼𝗸𝗲𝗻.
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. 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.
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…
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