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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…
March 9, 2026 | Uncategorized
Proposals rarely fail at submission; they fail months earlier. They flop when the agency has never heard of you, like a magician without an audience. They stumble when you skip talking to the program office, good luck winning charades without knowing the rules! They struggle when you miss the real problem behind the requirement, akin to fixing a leaky faucet with a hammer. By the time the RFP is released, buyers already know their preferred solution and who they trust. If you’re relying solely on your written response, you’re already behind the eight ball. Winning starts long before the proposal…
If you rely on proposals to persuade,
March 6, 2026 | Uncategorized
you already lost. In government sales, persuasion does not start at submission. It starts in conversations months before the RFP is written. It starts when you understand the agency’s mission, build relationships with program stakeholders, and communicate measurable value early. By the time a solicitation is released, the buyer should already know who you are and what you bring to the table. The proposal is not where you convince them. It is where you confirm what they already believe. Are you building influence before the bid, 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…
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