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Ask the Proposal Doctor – Frustrated at Stupidity

Wendy Frieman

Dear Proposal Doctor,

The powers that be in my company took drastic measures after a number of proposals were submitted containing errors resulting from use of old proposal material. As of now, no one has access to old proposals so that everyone will have to write everything from scratch. Of course there are still some electronic and hard copies floating around, so the hunt is on to see who has the biggest stash.

Is there an official best practice with respect to using previous proposals? If we don’t get this policy reversed, it seems to me that we are going to be re-inventing the wheel at considerable cost to the company. And ultimately to our customers.

-Frustrated at Stupidity


Dear Frustrated,

Good artists copy. Great artists steal. Who said that? I don’t know but, I think it was Picasso,…

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Are you happy with 50 percent?

APMP Bid & Proposal Con - May 28, 2014 1:00 p.m., Presenter: Lisa Pafe

Join Lisa Pafe, CPP APMP, Principal Consultant, Lohfeld Consulting Group at the 2014 APMP Bid & Proposal Con for Are you happy with 50 percent?

Are you happy with 50 percent?  That’s what Don Draper of Mad Men asked his creative team when their win rate declined and motivation lagged.

Research shows contractor proposal win rates are typically in the 30-50 percent range.  Often, as Capture or Proposal Manager, we sense that our team’s productivity level is at 30-50 percent as well.

This presentation will challenge attendees to think outside the box to better manage their bid and proposal (B&P) teams, resulting not only in productivity gains but also increased win rates.

Audience interaction will get creative juices flowing as we apply organizational theory and lessons learned for greater effectiveness. Brainstorming exercises will focus on innovative solutions to team productivity issues such as low morale, poor quality work, bad decisions, conflicts and non-compliance.

Just like Don…

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Achieving Nirvana: Using evaluation criteria to select capture and proposal software

APMP Bid & Proposal Con - May 28, 2014 2:20 p.m., Presenter: Tom Gorman

Join Tom Gorman, CF APMP Principal Consultant, Lohfeld Consulting Group, Inc. at the 2014 APMP Bid & Proposal Con for Achieving Nirvana: Using evaluation criteria to select capture and proposal software

Date: May 28, 2014
Time: 2:20 p.m.
Location: Sheraton Chicago Hotel & Towers, Chicago, IL, Chicago 8 ballroom

Oh, that elusive state of utmost enlightenment: Nirvana. We seek it all our lives (OK, maybe just during our careers…), yet few achieve it. No, we’re not talking about being a groupie for a 90’s grunge band —we’re talking about finding Capture and Proposal software that will exceed your expectations and take your productivity to the next level in this increasingly competitive marketplace you’re faced with.

Can a satisfactory out-of-the-box solution really be found out there in Software Land? Would you know a good solution if it were standing right in front of you?

In this session we’ll arm you with “best value evaluation criteria” you can use to…

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What makes your bid a winner or a loser? Lohfeld March 2014 Capture & Proposal Tips ebrief

Lohfeld March 2014 Capture & Proposal Tips ebrief

Click to enjoy our March 2014 Capture and Proposal Tips ebrief.

March 2014 ebrief

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