The Summit Explorer BLOG

Many seller-doers struggle with the selling side of the equation. Not because they lack motivation or talent… but because most firms don’t set them up to succeed. They’re rewarded for delivery, not growth. The truth is this: seller-doers can be the strongest growth partners you have. But only if you treat them that way.

In the world of federal contracting, one truth stands above the rest: if you don’t have a contract vehicle, your growth is limited. But here’s the catch: vehicles aren’t just paperwork. They take strategy, systems, and a lot of hard work. Winning one is only the first step. Turning it into real revenue is where the challenge – and opportunity – lies.

You’ve sat through the webinars. You’ve downloaded the templates. You’ve nodded along while someone told you that “the key to winning is following instructions.” And yet… you’re still not winning like you should. Let’s break it down.

For too long, proposal management has been misunderstood as an “administrative” function. In reality, it’s one of the most critical revenue-generating processes in government contracting. Without it, companies waste time, miss deadlines, and lose opportunities they should be winning.

Too many proposal libraries look less like a growth engine and more like a storage unit. Outdated copy in, generic proposals out. A well-built, well-maintained content library isn’t a “nice to have.” It’s the difference between a chaotic scramble and a strategic, efficient pursuit process. Here’s why.

Here’s the hard truth: if your website, pitch deck, or one-pager doesn’t line up with what your BD team is actually selling, you’re bleeding opportunities. And it’s happening quietly, behind the scenes, in ways your pipeline numbers will never tell you — until the deals dry up. This isn’t a “marketing problem.” It’s a revenue problem.

(And No, Adding “Proven” in Front Doesn’t Fix It) - Let’s just say it: Most “win themes” aren’t winning a damn thing. They’re self-centered, vague, and read like a sad resume.

Your brand is how your company shows up – in every interaction, on every channel, with every audience. And if your team doesn’t have a clear, shared roadmap for that… they’re just guessing. And it shows.