Proposal Experience

When the RFP is published will you have the skills and staffing needed to produce a high quality, competitive proposal in time?

The Contract Coach has over 30-years of proposal experience in the Government sector. This experience includes time as an employee of Boeing and Martin Marietta (now Lockheed Martin) as well as writing proposals for my own business and as a consultant for various clients. A number of my clients and past proposals are included in the following pages. In summary these projects cover a dollar spectrum from 500K to 300M; embrace various technologies including lasers, optics, vehicles, and robotic/automation systems; and resulted in contract awards in over 80 percent of the cases.

One often hears "you can't win them all" …. I believe you can win the majority of the time if you follow the methods and techniques I advocate. Losses have been few - but when we lose we learn. The biggest lesson of all is to submit a price competitive proposal that meets all the government requirements.

… sometimes winning is simply not losing

Compliant proposals get evaluated. If you want your effort to matter it must meet all the Solicitation requirements.

Proposal writing is part of the overall business acquisition process. It should also be a repetitive process leading to consistent results. The Contract Coach is familiar with the Shipley method and with that used by large corporations including the Boeing Integrated Business Acquisition Process.

The method used by the Contract Coach is a time tested hybrid of these that leverages their strengths and avoids their weaknesses. One key difference of my method is the integration of project management concepts with the proposal process to enhance the technical volume with project information and ensure the cost estimating activities are tied to the other proposal content.

Proposal Experience - Government

Proposal Experience - Commercial

Publications & Seminars

The Contract Coach has written numerous articles and seminars on the topics of Proposals, Risk Management, and Cost and Pricing. These include:

1. Two National Eduction Seminars for the National Contract Management Association
2. A peer-reviewed journal article in the Journal of Contract Management
3. Four Magazine articles in Contract Management Magazine
4. Numerous seminar presentations at professional associations including the NCMA and the ASCE