Winning Federal government business through RFPs and Task Orders is different than winning commercial business. It requires a full business development life-cycle approach and a phased process that produces complex responses to the RFPs and Task Orders. And it all happens within a set of laws and regulations that controls how you do it. R3 […]
There is a critical moment in the lifecycle of Federal Government Contractors when they emerge from being a small business and must now compete in full and open competition. It is a challenge. R3 helps graduating GovCon firms get competitive by using software to leverage their people and optimize their way of working. This article […]
All of our Federal Government Contractor customers use Pwin (Probability of Win) in their opportunity capture processes. Pwin is the probability that they will win a particular opportunity. It is a tool to help you assess where you on on your opportunities at a given point in time. It is used for 2 different purposes: a) […]
GovCon organizations graduating from the 8(a) small business program are doing so because they are successful. However, to continue to be successful in the world of open competition requires changes to their organization and their way of working. They need to get better organized for success. One of our recent customers was in exactly this […]
By design, most software vendors assume that their customers will use their software in the same way. This is not the case when it comes to GovCon capture and proposal (“C&P”) management. There are some obvious reasons for this. Organizations are at different phases of their lifecycle, they have different approaches, processes and technology, and, […]
Over the last 10 years both Salesforce and SharePoint have grown to dominate their respective markets. Salesforce is the premier CRM (Customer Relationship Management) solution. SharePoint is the premier CMS (Content Management System). Many organizations have adopted both tools. In our work with Federal Government Contractors it is increasingly common for larger customers to use […]
Do you want to win more Federal Government business and do it more effectively and efficiently? If so, in this article I will present the value proposition for consolidating your Federal business development operations into just one system such as R3 WinCenter. This one system would bring together the work and information from BD, capture and […]
Business development by Federal Government Contractors is a big investment, is complex and entails a lot of skilled work. The good news is that the process of winning Federal Government business via RFPs is very well understood and supported. There is an industry standard GovCon Business Development Lifecycle (GovCon BDL). Beginning in the late 1990’s […]
We recently completed an implementation of R3 WinCenter for an 800 person GovCon customer. The system that they ended up with was dramatically different than the out-of-the-box WinCenter solution. I’ll walk through a few elements of this implementation. It is a good example of how the flexibility of WinCenter is enabling organizations to realize the benefits of an […]
Last week, I wrote an article comparing the R3 solution for GovCon BD and Capture Management with the leading classic CRM vendors: Considering a CRM system? Mid-sized GovCon now have a better option for BD and Capture. In this article, I go a step further to expose the hidden costs of CRM vendors. I examine the case […]