Author Archive
Opinion
Why key personnel matter
People and relationships are often the deciding factor when you are locked into a tight competition, so you need to know your customer well and the problem they need solved.
Opinion
The challenge of the big breakup
People resist letting go but that's what good managers must learn to do, whether you are talking about programs or people. It isn't easy but it is necessary.
Opinion
8 client satisfaction guidelines every project manager should know
Relationships are critical for successful project management. Here are eight things to keep in mind.
Opinion
Know how to say 'No' to bad bids
The most successful companies find a balance between chasing everything and being too picky on what to bid. Lack of discipline there creates a barrier to growth that is hard to overcome.
Opinion
Why not all proposal writers are created equal
Proposal writing is part art and part science and the best writers benefit from training, incentives and infrastructure.
Opinion
11 tips for teaming with prime contractors
There are plenty of pitfalls and possible mistakes when you form partnerships. Here's a guide for what to do and what to avoid.
Opinion
Why lowest price, technically acceptable contracts suck
The practice of lowest price, technically acceptable contracting might work for buying pencils, but it's nothing but trouble for systems and services.
Opinion
Don't discount the power of an old-fashioned conversation
Modern day communication technologies such as texting and emailing are great, but don't underestimate the effectiveness of an old school phone call or face-to-face conversation.
Opinion
Will BD go freelance?
If more business development and capture management work goes freelance, who do contractors and BD specialists prepare for this new market dynamic?
Opinion
Capture Factor: Don't overlook management requirements
Proving to a customer that you know how to manage a services contract can often be a deciding factor of whether you win or lose a competition.
Opinion
Capture factor: Picking the right team
In part four of our series on capture management processes, Mike Lisagor explores the critical step of picking the right teammates.
Capture Factors: Know the state of your customer relationships
In part two of this multi-part series, Centurion Research Solutions BD expert Mike Lisagor explains how to evaluate your customer relationships when deciding the win-ability of an opportunity.
Opinion
Capture management & opportunity assessment: Understanding the requirements
Centurion Research Solutions business development expert Mike Lisagor launches a multi-part series on how to assess the win-ability of a new business opportunity.
Opinion
Don't take boilerplate material for granted
Smart proposal managers know that cutting and pasting boilerplate material can be a disaster. Here, Centurion Research Solution's BD expert, Mike Lisagor, explains how and why to keep this language fresh.
Opinion
Overlooked victims of government shutdown
Government contractors have been furloughed along with their government counterparts, but many similarities end there according to Mike Lisagor of the market research firm Centurion Research Solutions.
Opinion
Is there a cure for the shutdown blues?
For contractors, the impact of the shutdown might continue to be felt long afte the government reopens. Here are insights on what to expect and what to do from Centurion Research Solutions expert Mike Lisagor.
Opinion