Carl Dickson's Content

12 ways to turn proposal weaknesses into strengths and fix a broken proposal

Two overlooked ways to speed up your proposals that most people wouldn't think about

How to win proposals by making them exciting and full of passion

How to achieve the goal of getting every proposal to pass its reviews

How to change fast enough to remain competitive in an AI world

This is a recording of a webinar presented on September 12, 2023. What do you need to do now so that you can continue to win new business in an AI world? Will you wake up one morning and find that all your proposals are losing? What should you do now to stay on top? Carl Dickson, founder of PropLIBRARY, was be joined by AI and change management expert Lou Kerestesy to discuss how AI will impact the ability of government contractors to remain competitive. Together they discuss their advice on how to prepare and how to cope with the radical changes we could be facing.

Video: Introducing capture management at your company

Carl Dickson of PropLIBRARY discusses capture management, how and why to introduce it at companies that don't have it, and some tips for making it successful at companies that already have capture management. At... 0:55 I explain why implementing capture management is a fork in the road 4:40 I address what happens if you don't have capture management 8:40 I talk about how to double your revenue without chasing more leads 9:56 I talk about increasing win probability and ask who is going to do it all (hint: capture management is important) 12:20 I explain why companies are doomed without capture management 15:50 I discuss why you need more than just to hire someone to have a capture management function 18:49 I describe the primary thing that capture managers need 26:02 I explain what is key to winning proposals 27:36 I describe how to quantify whether you are ready to win or not 33:07 I discuss how capture management forces companies to mature 38:48 I describe how to inform people about the value of capture 39:05 I explain why capture is not expensive 40:00 I explain why you can't half-ass it 50:10 I show how to tell if you are leaving money on the table Our <a href="<___base_url___>/proplibrary/item/1411-mustwin-pursuit-and-capture-program/" rel="">MustWin Pursuit and Capture Program</a> provides insights like these to help companies increase their win rate. Enjoy!

Bringing structure to the Pre-RFP release phase of opportunity pursuit

Highlights... 3:40 - I discuss how much structure do you might already have and understanding how your needs and priorities impact how your approach pre-RFP structure and process 13:19 - I discuss the the Goldilocks dilemma and how it impacts pre-RFP pursuit before presenting an approach to resolving it 18:00 - I show the utility of Pursuit Capture Forms and how to use them to building pre-RFP structure around simple questions and answers 19:59 - I discuss taking action on your intel instead of just collecting it 21:25 - I tak about introducing structure 28:10 - I talk about conducting online opportunities reviews 31:16 - I show how to drive your pre-RFP intel into the proposal 34:16 - I talk about minimal structure 35:53 - I introduce Mark Amtower who talks about using LinkedIn during the pre-RFP pursuit 38:17 - I describe how to prompt your staff to take action during the pre-RFP pursuit and how to get the proposal input you need 39:26 - I discuss tailoring pre-RFP questions and using them to change behavior 40:19 - I talk about how minimal efforts can have major implications 42:53 - I talk about using these approaches to create proposals that matter to the customer 43:40 - I present some purchase options for MustWin Now 46:15 - I answer questions related to templates, activities, remote teams, how early to start, panic at RFP release, how to file your intel, and more

How to get the GovCon leads you need to grow

This is the recording from a webinar hosted by Carl Dickson of PropLIBRARY and presented by <a href="https://growfedbiz.com/federal-business-intensive-b2b/ref/5/" rel="external nofollow">Judy Bradt of Summit Insight</a>. The topic of the day was how government contractors can fill their pipelines with leads through better sales planning and customer outreach. In order to capture and win what you pursue, you need solid leads that you can take through the process. Judy Bradt's program is just what you need to get into position to use our recommendations to close your sales. In the video, Judy answers a ton of questions ranging from, "How do I figure out who to make contact with?" to "How to get I get them to pick up the phone when I call?" She also provides a bunch of examples from her Federal Business Intensive program where she helps companies identify leads, create the sales plans, and develop the customer relationships that are so critical for getting into position to win. On PropLIBRARY you'll find a ton of advice about how gaining an information advantage enables you to transform your proposals and greatly increase your win probability. In this webinar, Judy explains some of the things you need to do to gain that information advantage. When you put the two together, you get a solution that covers both how to generate leads and how to close them.

Recording: Webinar on lessons learned from 5 proposal process implementations

Carl Dickson of PropLIBRARY shares observations on successes and failures from efforts to rebuild proposal processes at 5 companies, big and small. In this 44-minute webinar, he reviews 14 lessons he's learned that can help make your process implementation efforts much more successful. Carl is available as a consultant to review your proposal process or help you make improvements to it. <a href="<___base_url___>/proplibrary/item/811-engaging-carl-dickson-as-a-consultant/" rel="">Click here if you have questions about the webinar or want to start a conversation about it</a>.