Recap: Proposal Writing - Strategies on How to Respond to Opportunities

Left to right: Kal Attia (CareFirst BlueCross BlueShield), Guest Speaker Tina Patterson (Jade Solutions), Erin Allen (CONTEMPORARIES, Inc.), and Gigi Godwin (MCCC President & CEO)

The MCCC Business EXCELerator meeting on Wednesday, June 12, 2019 focused on "Proposal Writing - Strategies on How to Respond to Opportunities." The presentation was made by Tina Patterson, Principal, Jade Solutions.

Following an introduction by MCCC Small Business Vice-Chair Erin Allen (CONTEMPORARIES, Inc.) and Co-Chair Kal Attia (CareFirst BlueCross BlueShield), Tina shared first-hand experience and highlighted the best practices to win contracts.

Some of the key takeaways from the presentation were:

• Compliance is key; solicitation responses ware subject to disqualification if instructions are not followed.
• Make relationships: get to know the procurement officers, other government contractors and professional service providers to strengthen your network. 
• Follow-up: be persistent and active in staying in front of the customer.
• Manage the process: build the best team and identify milestones and procedures to respond accurately and on-time. Bring value to the table.
• ​​Prepare:  Register your business in the System Award Management (Federal), eMaryland Marketplace Advantage (eMMA), and Central Vendor Registration System (Montgomery County). Update your vendor records, document past performance, update executive summaries, etc. Be aware of Federal Government procurement trends such as Category Management (Best In Class). Get on a GSA schedule. Do market research.
• If your company is not awarded a contract, request a debrief. This will help you prepare for the next opportunity. 

Missed the June Business EXCElerator? Click here to view Tina Patterson's presentation.