Author: Carrie Ann Williams
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Proposal Tips – Marketing the Expertise of your People.
Marketing the Expertise of your People. Rather than marketing “product,” marketing for professional services firms requires promoting the qualifications and experience of personnel, in addition to projects, process, and pricing. Promoting and emphasizing key personnel is one way that professional services firms differentiate their companies when pursuing new work whether it is showcasing bios on…
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Proposal Tips – Market Position
Your firm’s position is the foundation of your marketing strategy. Positioning is going to help play a role in differentiating your company, helping you generate the right leads and win new business that is in line with your business goals, capabilities, and overall business operations. Positioning is often discussed as part of a branding strategy…
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10 steps to evaluate an RFP
How do you dissect an RFP in a short amount of time to start the evaluation process? We are talking about high-level understanding of the submittal, key points that will go into your decision to pursue or pass. We aren’t writing the outline or developing a compliance matrix (…yet) simply reading the RFP to gather…
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Getting started with Federal Government Contracting
According to the Maryland Chamber of Commerce, via USASpending, Maryland ranks second per capita among the states and fourth in dollar value of federal government contracts, totaling $42.9 billion. For Department of Defense contracts, Maryland ranks fourth per capita among states and fifth in total dollar value with $15.4 billion. Those numbers can be alluring…
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Using Branding and Graphics in the SF330 Form
At first glance, the Standard Form 330 (SF330) used by architects and engineers to submit their qualifications for a new Federal contract (and sometimes state and local agencies request it too), is terribly boring and limited. For designers, using a standard form to showcase their experience and projects is a contradiction. Design firms, by their…