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Proposal Writing

Proposal Writing: Understanding Benefits vs Features to answer “So What?”

My first attempt at writing a proposal was a disaster. The client wanted our company to win and had tailored the RFP so we would have a great shot at doing so. We bombed it and lost by just a few points despite the client wanting us to win. What did we do wrong? Well… Continue reading Proposal Writing: Understanding Benefits vs Features to answer “So What?”

Indirect Rate Development

Developing Rates for Government Contracts, Part 2

Welcome back for Part II! Last post we discussed the various type of contracts (Firm Fixed Price, Time & Materials, and Cost Plus Fixed Fee) and started to get into what we call indirect cost “pools” – Fringe, Overhead and General & Administrative. For this post, we will delve a bit further into what makes… Continue reading Developing Rates for Government Contracts, Part 2

Indirect Rate Development

Developing Rates for Government Contracts, Part 1

I have been working in the complicated government contracting world for over two decades as a small business owner. In that time, I have been asked many times by other companies, most of the time new starts ups but sometimes established companies much larger, how to develop indirect rates for Cost Plus Fixed Fee (CPFF)… Continue reading Developing Rates for Government Contracts, Part 1