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Webinar: How to Write Customer Focused Proposals

March 18, 2021 @ 1:00 pm - 2:30 pm

How to Write Customer Focused Proposals

This 90 minute webinar provides insights into the Government’s formal source selection processes and provides practical tips on how to win more government contracts.

Why are some businesses more successful at winning government contracts than others? In some cases it is not because they have a better product/service or lower pricing than their competitors. They are successful because they know what the government customer wants and, more importantly, they know how to demonstrate in their proposals that they have the requisite capabilities to successfully complete the contract.

Successful government contractors recognize that the government can use just two sources of information when they evaluate proposals – Past Performance Information and what’s written in the proposal. As such, they carefully follow solicitation instructions and make sure their proposal demonstrates a complete understanding of the customer’s requirements. They do not make broad, unsubstantiated claims. Nor do they merely parrot back what’s written in the solicitation. Instead, they provide specific and compelling solutions. They make it easy for the government evaluators to find information and draw the conclusion that their proposed method of performance or product provides the overall best value to the government. Quite simply, they win more government contracts because they have learned how to write “Customer Focused” proposals and quotes!



Jeff Cuskey, CPCM, CFCM, CSCM, CPP
Senior Procurement Specialist, MCFL PTAC

Jeff Cuskey is a nationally renown government procurement consultant, speaker, Small Business Innovation Research (SBIR) Program and Defense Contracting expert witness, and two-time Association of Procurement Technical Assistance Centers (APTAC) Economic Impact Award recipient. While serving in the U.S. Navy, Jeff held various leadership, acquisition and contracting positions, including assignments as the Navy’s multi billion dollar F/A-18 Strike Fighter Program Business Financial Manager (CFO) and F/A-18E/F Super Hornet Deputy Contracting Officer. After retiring from the Navy at the rank of Commander, he taught defense-focused MBA contracting, program management and business financial management courses at the Naval Postgraduate School (NPS), Monterey CA. Jeff has an MS degree in Acquisition and Contract Management from NPS and is a Certified Professional Contracts Manager (CPCM), Certified Federal Contracts Manager (CFCM), Certified Schedules Contracts Manager (CSCM), and Certified Procurement Professional (CPP).


Who Should Attend: Businesses bidding or considering bidding on government contracts or sub-contracts.

Date: Thursday, March 18, 2021

Time: 1:00 – 2:30 p.m. EST

Registration Link

You will receive the meeting link prior to the event, please make sure you include the appropriate email when registering.

There is no fee to participate.

Forward to a colleague!


Anna Vulaj Fitzsimmons
PTAC Program Director


March 18, 2021
1:00 pm - 2:30 pm


Jeff Cuskey, CPCM, CFCM, CSCM, CPP Senior Procurement Specialist, MCFL PTAC