News & Knowledge Center

The single biggest communication problem – and how to fix it

You talked. They listened. Soon enough it becomes clear that you talked, and they did not hear you. As George Bernard Shaw said, “The single biggest problem in communication is the illusion that it has taken place.”

Project and proposal teams are melting pots. With the globalization of business, we face physical distances, clashing time zones, and a variety of cultural differences. Teams are comprised of individuals of different genders, generations, and native languages.

Studies have shown that people gravitate towards like-minded teammates, especially those with the same cultural background. The result is often that we fail to understand the words of those who we perceive as different.

Today, teams have the ability to communicate in so many ways—in-person, phone, text, email, chat, social media, and Web meetings—yet…

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Growing your business in adjacent markets

Lohfeld Business Winning Webinar

When: May 6, 2015   12:00 – 1:00 p.m. EDT

For government contractors, finding new business opportunities often means prospecting into adjacent markets. The easiest way to find opportunities is to expand your core business or to introduce new capabilities with existing customers.

However, growing into adjacent markets should also include finding opportunities to apply your company’s expertise to help government…

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The End of the Incumbent Empire Part 2: 10 Ways to Retain Your Incumbency

Lohfeld Business Winning Webinar

When: March 25, 2015 12:00 – 1:00 p.m. EDT

In Part 1 of her webinar, Lisa Pafe identified 10 ways to unseat the incumbent. Due to popular demand, she now presents Part 2, focused on how to retain your incumbency in the highly competitive Federal Government market.

While industry studies show that incumbents now have approximately the same win rate on rebids as non-incumbents, the fact remains that the best informed wins—and the incumbent is still the best informed. Learn how to leverage your incumbency from day one of contract award and protect your work from challengers.

This webinar will provide 10 proven best practices to keep your incumbency intact in today’s changing environment.

Prepare for Part 2 of the webinar by watching and downloading materials from Part 1 of The End of the Incumbent Empire:

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“To outsource or not to outsource, that is the question”

Bob Lohfeld speaks at WashingtonExec Federal Acquisition Council for BD Professionals

Bob Lohfeld

Should companies outsource their business development functions in the federal market?

Bob Lohfeld recently spoke to the WashingtonExec Federal Acquisition Council for Business Development Professionals along with fellow keynote speakers Kim Pack, Vice President, Wolf Den Associates and Patrick O’Reilly, Senior Advisor, SM&A.

They advised participants to:

  • Know the organization’s objectives
  • Include capture and proposal leaders in executive-level strategy meetings
  • Involve outside consultants early in the process

Read more…


Get more insights from the Lohfeld Consulting Group team every month – click to subscribe to our Capture and Proposal Tips eBrief.

Check out our two Lohfeld team books available on (Insights Capture & Proposal Tips, Best Informed Wins).

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