Winning Proposals Are Engineered, Not Just Written
Do you feel uncertainty or frustration when submitting a proposal to the government? Are you challenged to make a bid decision with less than adequate information? Many of us wonder, “Did we do enough?” The goal of this book is to illustrate how winning proposals are engineered and not just written.
Whenever you engineer something, critical thinking must occur first. Trades happen when you must design a solution within money, resource, and time constraints. This is particularly true when attempting to win business from the government.
This book teaches the Solution Engineering Framework. Application of a framework to support design of a winning proposal enables better decision-making and increased probability of winning. It creates an approach centered on “thinking before writing.” What makes this book unique? It teaches a simple, yet powerful, deliberate, engineering-based approach to designing proposal solutions. It also helps develop the supporting narratives. It explains how to avoid common pitfalls. It offers an engineered approach that demystifies the process of winning government proposals.
This book provides a capability that complements any existing business development process. Applying what the book teaches will increase the value of your company. It helps store the rich context of how and why a deal was bid. Learn how to stop playing the game of government proposals, squeeze uncertainty out of your bids, and beat the odds and win!
Paperback: 211 pages
Publisher: AlphaGraphics Loudoun (2020)
An Insider’s Guide to Capture Management
An Illustrated Overview
The mission of government is too important and its challenges too complex to treat winning competitive government bids as merely a transactional activity. Critical thinking is required to create innovative, winning solutions.
Peter Lierni, the author of the ground-breaking Solution Engineering book, which was released in 2020, has now published a more light-hearted look at the world of capture management in An Insider’s Guide to Capture Management. This captivating quick-read proffers 66 questions about the challenges of consistently producing innovative and winning proposals. His answers (along with accompanying illustrations from the gifted Eric Bakey) are both entertaining and profoundly and provocatively informative. The author leads the reader step-by-step through the critical thinking necessary to win in the increasingly competitive government market space and the rationale for building a framework within your organization to encourage and capture that type of thinking.
Whether you are a professional business development professional, a capture management specialist, a proposal manager, or a Subject Matter Expert, you will appreciate the author’s perspective on what it takes to be successful in your ever-changing world. You will no doubt come away committed to the core principle of “thinking before writing.”
Paperback: 140 pages
Publisher: AlphaGraphics Loudoun (2023)