Thought Leadership from Nelson Santini

Jan 19, 20214 min read

Make it easy for your selection board

Don’t let your company spend hundreds of thousands of dollars developing great solutions only to screw up the pitch.

Dec 16, 20203 min read

It’s Not Cheap to “Pink” and “Red” Team.

I’ve seen my fair share of “happy” to “glad” changes while working through Pink and Red Team reviews, and quite frankly when I dug in to get

Oct 21, 20204 min read

Avoid “No Bids” and win better deals

BD’s job is to make sure proposal’s Pwin is overwhelmingly higher than the aggregate Pwin of the competitors.

Oct 5, 20204 min read

A tool box to master Proposal Management, and WIN!

While these teams share some tools in their modern day “cloud-based” toolboxes, like a CRM tool; there are some tools created uniquely and p

Sep 24, 20204 min read

Salt and Pepper Knowledge

Gray Beards have advice worth “coin” If you are a Government contractor, and you can remember visiting your customers, partners or peers’...

Sep 18, 20206 min read

Gain agility in your RFP offseason

This offseason, prepare your Proposal Team and your SMEs to improve their Pwin and record over the next FY. Here are five activities to cons

Sep 14, 20204 min read

Develop an “elastic” proposal team to have more “at bat” oppys.

A well-groomed, trained and elastic Proposal Team is as important to your business livelihood as your BD Team.

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