Navigating the Summer Proposal Season

It’s Q4 for Uncle Sam and that means the summer proposal season is in full swing for government contractors and contracting officers. When I was a federal contractor, many summer weekends and weeknights were spent in conference rooms putting together proposals. As of this this writing there’s about 60 days left in Q4 and significant contract money will be obligated during the next two months. Your funnel is teeming with opportunities. RFPs are hitting the street by the hour. Despite this, now is the time to resist the urge to adopt the shotgun approach to proposal development. Below are three tips for navigating the summer proposal season each with a singular theme: focus.

  1. Focus on your target market. Perhaps your firm’s target market is in Defense or Homeland Security and an RFP in another department/agency has come to your attention. The services sought match perfectly the products and/or services you provide to Defense or Homeland Security. It’s tempting but this is an opportunity you’ll want to pass on–particularly if it’s competing with resources for other opportunities. Unless you’ve been shaping this opportunity, have relationships with the government customers, and have been planning for this proposal for some time, let this one go.
  2. Focus on your most qualified prospects. These are the opportunities that you’ve been tracking; you’ve been having discussions with the government customers about their needs and executing a comprehensive capture strategy to win the contract. With these opportunities, you have the greatest probability of winning and this is where you should allocate your proposal resources. Focus on those opportunities where you have established relationships, a persuasive value proposition, and a clear understanding of what the government is looking for.
  3. Focus on quality over quantity. Success in the summer proposal season is more about quality over quantity. Your team has scarce resources so it’s best to deploy those resources on the highest probability opportunities and not fractionalize your resources with low probability opportunities. Resist the urge to measure success by the volume of proposals you submit.

GovBizConnect VP Bill Thoet on Game Changers Podcast

Check out our VP for Business Development Bill Thoet on the “Game Changers for Government Contractors” podcast hosted by  and sponsored by Federal Access. In this episode, Bill and Michael discuss changes over the last 10 years and then get into a great discussion about the impact that Lowest Price, Technically Acceptable (LPTA) contracting has had on government contractors.

 

 

Washington Business Journal: People on the Move – Bill Thoet

GovBizConnect’s VP for Business Development, Bill Thoet, was featured in Washington Business  Journal’s People on the Move.

 

Washington Technology: GovBizConnect adds Booz Allen pair and gets new funding

Check out the feature in Washington Technology on the addition of Bill Thoet and Adam Velie to the GovBizConnect team.

Government contractor networking company GovBizConnect has hired a pair of Booz Allen Hamilton veterans to its executive team and closed a new funding round for product development efforts.

Former Booz Allen Executive Vice President Bill Thoet has joined GovBizConnect as vice president for business development to focus on strategic partnerships for the Somers, Conn.-based company.

Adam Velie was appointed vice president for product management and will lead the development and positioning of GovBizConnect’s cloud platform.

GovBizConnect aims to facilitate conversations between contractors on potential teaming relationships and subcontracting opportunities. Co-founder Tom Skypek told Washington Technology in October 2015 the platform lets users set up their profile based on their status as a small business, large business or government employee.

You can read full article here.

NEWS RELEASE

FOR IMMEDIATE RELEASE: 6/29/17

Media Contact: Tom Skypek
tom@govbizconnect.com
(860) 341-1925

GovBizConnect Adds Industry Veterans, Closes Funding Round

Two Booz Allen veterans join growing GovTech startup

SOMERS, CONN. – (June 29, 2017) Industry veterans and Booz Allen Hamilton (NYSE: BAH) alumni Mr. Bill Thoet and Mr. Adam Velie joined GovBizConnect’s leadership team this month. Mr. Thoet, a former Executive Vice President at Booz Allen Hamilton who has served as an advisor to GovBizConnect since March 2016, joins as Vice President for Business Development leading strategic partnerships for GovBizConnect. Mr. Velie joins as Vice President for Product Management where he leads the development and positioning of GovBizConnect’s cloud-based product.

Cloud-based GovBizConnect is the first and only business intelligence and networking platform connecting small and large government contractors. The product features thousands of business profiles, a powerful search capability, and a full suite of social networking features enabling companies to find and contact the right teaming partner.

The addition of Mr. Thoet and Mr. Velie position GovBizConnect for continued growth and expansion. Mr. Thoet ran a $400 million business unit while at Booz Allen while Mr. Velie led multi-million dollar consulting engagements and business development work. “We’re building a powerful team with deep industry expertise in government contracting. Bill, Adam, and I have lived the business problem we’re solving at GovBizConnect. We understand the challenges of finding great teaming partners because we’ve done it and our product reflects that,” said founder & CEO Tom Skypek. Mr. Skypek is also a Booz Allen alumnus.

GovBizConnect also raised an undisclosed round of funding from a number of private investors. The capital from the round will be deployed for product development.

What is GovBizConnect?

GovBizConnect (GBC) enables users to build tailored business profiles based on capabilities, certifications, past performance, and other criteria. Companies can access GovBizConnect on a subscription basis. The company has been featured in Forbes, Washington Business Journal, Nextgov, Washington Technology, Costco Magazine, and identified as a top 100 GovTech brand by analytics firm Onalytica.

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Is Government Technology Ready to Transform?

Software has eaten virtually every sector and industry, so why not government?

 

To the uninitiated not familiar with this unusual anthropomorphism: in August 2011, entrepreneur and investor Marc Andreessen wrote his now-famous piece in the Wall Street Journal, arguing, “…software is

eating the world… More and more major businesses and industries are being run on software and delivered as online services — from movies to agriculture to national defense.”

 

 

Today, in 2017, we continue to see this trend play out as seemingly every sector and industry digitizes and is assigned its own “tech” suffix—Fintech, Insurtech, Edtech, Healthtech. Included in this macro trend toward digital is government and its corresponding government technology (aka GovTech) movement.

Read the full article at Onvia.

GovBizConnect CEO Tom Skypek on The Hartford’s Small Biz Ahead Podcast

Corporate Innovation – A Cool Infographic

Innovating within a corporate bureaucracy can be difficult. This visual from XPLANE provides a great overview of the dynamics that can stymie innovation and how you can navigate the system to drive change.