Amtower Off-Center
Issues impacting the procurement process
Sep 7, 2022
Peter Lierni, industry expert, discusses the high turnover in business development and capture personnel and other issues impacting the procurement/RFP process. Topics include the state of government contracting, the significance of context and relevance in winning business, tailoring content for procurement success, and exploring the Solution Engineering Tool Set for competitive pursuits.
45:20
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Quick takeaways
- Upfront thinking is crucial in winning competitive pursuits, requiring activities like capture management, proposal development, and strategic analysis.
- The government contracting industry is facing challenges such as talent management, high turnover in business development roles, and the need for a strong organizational culture.
Deep dives
Importance of Upfront Thinking for Competitive Pursuits
The podcast episode discusses the importance of upfront thinking in order to win competitive pursuits. It emphasizes the need to answer the most important question of competitive pursuit, which is why your company. Upfront thinking involves activities such as capture management, developing proposals, and strategic analysis. It is crucial to treat winning a competitive bid as more than a transactional activity, but rather as a critical thinking process that helps agencies with their mission. The podcast also highlights the impact of the hybrid workforce and the challenges it brings in terms of customer interaction and collaboration during competitive pursuits.
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