Sid Jaffe & Associates serves the Federal government business environment and the commercial marketplace with the full breadth of breakthrough business solutions.
Michael Heller, Engagiant Software, LLC The dreaded annual review was created with good intentions and for decades has ruled performance managementpractices. However, in the past few years we’ve been provided with an abundance of research and innovative new methodologies that have prompted some of the world’s biggest companies, most notably GE, to shift away from […]
Steve Bruce, SJ&A RFPs for the largest Federal IT services contracts of the next decade are to be released soon: GSA’s Multiple Award IDIQ Government Wide Acquisition Contract, Alliant 2 Unrestricted (A2) and Alliant 2 Small Business (A2SB). Alliant 2 has a $50 billion ceiling over 10 years; Alliant 2 Small Business has a $15 billion […]
JP Richard, SJ&A In the last issue, we discussed Competition, the fourth of the five C’s of proposal preparation. To refresh your memory, the other four were Compliance, Capabilities, ConOps and Compelling. Let’s move on to the last one: Compelling. To compel, according to Webster, means to drive or to bring about by force. That’s […]
The same improvisation training that famous comedians practice can be an extremely effective tool in the corporate business setting. It fosters: agreement and consensus, camaraderie and teamwork, and creativity. It’s also fun! When people hear the word ‘improv’ most think of stand-up comedy or the short form theater games that are played on Whose Line […]
by Bill Hamilton, SJ&A Many of our clients are resolved to conquering new territory this calendar year—expanding their customer footprint. We recommend using a small team of experienced people to manage business development efforts where your company does not currently have business. We call this Exploratory Teams. This team “owns” the prospective client and manages […]
by Sid Jaffe, SJ&A In the proposal world, be it in the commercial or government marketplace, and either written or oral, experienced managers and writers bolster their presentations with evidence of past success. “As evidenced by…” forces the presenter to be compelling and bolsters the concept of risk reduction for the potential client or reviewer. […]
by JP Richard, SJ&A In the last issue, we talked about ConOps, the third of the five C’s of proposal preparation. To refresh your memory, the other four were: Compliance, Capabilities, Competition and Compelling. Let’s now move on to Competition. It is critical for the proposal team to know who the competitors are for the contract. […]
by Sid Jaffe, SJ&A We are frequently told by clients that their firms have not been successful in finding experienced Business Developers who will have an immediate impact on the business. “Immediate impact” seems to mean bringing in new business to cover themselves within six months of starting with the company. Experienced people in government […]
by JP Richard, SJ&A In the last two issues, we discussed Compliance and Capabilities, the first two of the Five C’s of Proposal Preparation. To refresh your memory, the other three are ConOps, Competition and Compelling. Let’s now move on to ConOps. The term ConOps is short for Concept of Operations—typically reflected in the Technical […]
by Sheryl Birsky, SJ&A A recent bid protest decision by the GAO held that an agency had improperly issued a solicitation as a small business set-aside because the agency’s market research did not reasonably consider whether the identified small businesses were capable of performing the contract requirements. The decision (Triad Isotopes, Inc., July 2015) can […]
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