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Global Perspectives |
Why Utilize PWS Tech Services?Mike Alexander founded PWS Tech with the goal of making the highest quality proposal-development services available to a broad set of customers, both large and small, whom he believed could benefit from the highly focused and effective proposal techniques he has acquired, developed and honed over the years.
The effectiveness of these techniques is evidenced by the outstanding record of success the PWS Tech staff has helping both small and large companies manage, write and win competitive proposals.
Q&A: Why should a company consider using the full lifecycle proposal development services of PWS Tech?
Do You Have the Technical Expertise?
The PWS Tech staff has in-depth technical expertise and knowledge of the technologies that customers – Federal and commercial – want and need, including (but not limited to) full-featured web-enabled applications, services and products; legacy migration to current- and next-generation Internet technologies; e-Business and e-Government (PMA, FEA, CPIC, FIPS, OMB-300); Java, XML, AJAX, Open Source, and the list goes on. (See the list of PWS Tech technical expertise, which includes knowledge of the Federal IT Planning and Acquisition process.)
The PWS Tech staff not only understands such technologies, but can communicate their value to non-technical audiences.
Can You Communicate the “Best Value” of Your Offering?
As a provider of technical solutions, how do you communicate to the customer that your solution provides best value? For people with a technical background, communicating the value of the offering is often a challenge, particularly under severe time constraints imposed by proposal deadlines.
A first question to ask is whether you understand what the customer is seeking. If so, what is the best way to communicate the value of your proposed solution in a compliant way that is also easy for evaluators to score? Of critical importance is what differentiates your solution from competitors. In short, why should the customer pick you?
This is where the full lifecycle proposal development services of PWS Tech are essential, by focusing evaluators’ attention on your company’s strengths and best value of your solution, significantly increasing your chances of winning.
Can You Afford The Expense of Full-Time Expertise?
The reality for most (if not all) project- and services-driven companies is that they cannot afford to maintain full-time staff dedicated to preparing-for and responding-to proposals. The job of tracking and responding to proposals is often the part-time responsibility of one or more members of the Business Development (BD) staff.
While productive BD staff are often tremendously effective at opening doors, due to their non-technical nature they are often not the right resource to lead or prepare proposal responses. What to do? Call on the engineers? While this is often helpful, the engineering staff often has difficulty communicating effectively the best value of the offering, as described above. So now what?
The PWS Tech Solution:
The PWS Tech solution to this dilemma is to allow companies to source, in part or in whole, the full lifecycle proposal development process. The PWS Tech staff has an outstanding record of success helping both small and large companies manage, write and win competitive proposals. By utilizing the technically exceptional, professional resources from PWS Tech on an as-needed, when-needed basis for developing proposals, companies need not carry such full-time personnel on their staff, significantly reducing overhead expense and improving their bottom line.
In addition, because these proposal development professionals are just that – professionals at developing and managing winning proposals – companies can significantly improve their proposal-win rate by utilizing the most effective, experienced resources. (The engineers will thank you for not subjecting them to the “terror of proposal writing”, the BD staff will thank you for not making them grovel in “technical details”, and executive management will thank you for winning more business.)
Effectiveness of PWS Tech Staff: An Example
Having led many successful, highly competitive IT proposal efforts, PWS Tech President and Principal Consultant Mike Alexander is well acquainted with the challenges of proposal development. He has literally “turned around” many losing IT proposals by using the highly focused and effective proposal techniques he has acquired, developed and refined over the years, which includes Shipley professional training.
For example, due to Mike’s direct efforts the proposal win rate for software-engineering services for a well-known Federal systems integrator was raised from a rather disappointing 8% percent win rate (1 for 13) to a subesquent 100% win rate (7 for 7) for a particular customer. The resulting “seven in a row winning streak” has lasted for two years (and currently stands) and has secured the systems integrator $18M of new business, much to the (continued) chagrin of its competitors and the multiple displaced incumbents.
No Obligation Free Consultation:
As we have described, the PWS Tech staff has an outstanding record of success helping both small and large companies manage, write and win competitive proposals. The PWS Tech model of “sourcing” proposal development utilizes the Northern Virginia-based services of proven, technically exceptional proposal writers and proposal managers. These services are available on an as-needed, when-needed basis (either on-site or off-site) and enable companies of all sizes – mall, medium and large – to compete more effectively (and more cost effectively) in today’s growing IT services environment.
Please contact me for a free consultation visit if you would like to discuss how the PWS Tech proposal-related services could benefit your team by significantly improving your proposal win rate.
Thank you,
– Mike A Mike Alexander, Ph.D. President, PWS Tech LLC
©2006-2019 PWS Tech LLC |
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“Proposal Writing Services” & Relevance Solutions™ |
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PWS Tech LLC
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