Senior executives in my organization are constantly inserting material into the proposal that is not called for in the RFP and spending time on proposal components that don’t get separately evaluated…How can I scale this back before it kills us all?
My team is dying of boredom, and I am afraid they will all quit. We haven’t seen an RFP in over 3 months, and this is a hard-working proposal team that thrives on adrenaline. How can I keep everyone motivated? These dry spells are very hard to manage.
The powers that be 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.
Is there an official best practice with respect to using previous proposals?
Most companies really miss the mark when building their new business pipeline.
Typically, the market research team dumps every conceivable deal they can find into the new business pipeline. One company that I reviewed even boasted that they had a new business pipeline with over 150 targets worth $8 billion. With a win probability of 5%, they thought they could bring in $400 million in new sales.
Their new business pipeline was nothing more than a pipedream. Let’s get real and follow these 6 simple tips when building a new business pipeline.
Lohfeld Consulting Group’s 7 quality measures more than double proposal win rates and help government contractors compete more effectively.
Chris Dorobek recently interviewed Bob Lohfeld to get more insights from our poll of government contractors’ 2013 results and 2014 competitive strategy changes.
Lohfeld Consulting Group is an Approved Training Organization and proud Corporate Partner of the Association of Proposal Management Professionals (APMP) and its National Capital Area Chapter (NCA).
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