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Capture & Proposal Tips eBrief – Oct. 2012

Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief October 2012 Edition!

Happy New Year (FY13)!

Amidst low price/technically acceptable (LPTA) controversies, sequestration-related do’s and don’ts, trends towards doing more with less in government and industry, tighter B&P budgets, continual technology innovations, RFP quality issues, more competition for less work, and significant concerns about political administration changes, business development, capture, and proposal professionals must continue their day-to-day operations and efforts to maintain existing work and win new business for your companies.

Our October Capture & Proposal Tips eBrief supports your efforts.

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Do’s and don’ts of lowering your proposal costs

Bob Lohfeld

 

This article was originally published Sept. 27, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

I used to think that no one would have the audacity to say you’re spending too much on proposals as long as you were winning.

With companies falling short of revenue goals, however, most certainly there will be downward pressure on all operating costs, including proposals costs. There are easily 50 ways to reduce proposal costs, but regrettably 45 of these will also lower your win rate.

The challenge is to reduce proposal costs…

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Capture & Proposal Tips eBrief – Sept. 2012

Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief September 2012 Edition!

The fiscal year is nearly over – and the final rush is on to finish those last proposal and task order efforts!

Upcoming elections, sequestration fears, and budget cuts are top of mind, but our day-to-day business of winning new business and maintaining existing work must continue.

Our September Capture & Proposal Tips eBrief will support your business development efforts. Take a look at our latest blog posts, updated 2012/2013 capture and proposal training schedule, webinars, and conferences – all aimed to help you improve your skills and support…

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4 Keys to better capture analytics

Bob Lohfeld

 

This article was originally published August 29, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

Capture analytics is the science of measuring how well you have performed each of the activities in your capture management process and then correlating these measurements with the outcomes of your bids.

Understanding this correlation can help you make better decisions about what deals to pursue and how likely you are to win, and they can improve the accuracy of your revenue predictions.

The foundation for capture analytics is econometrics, which uses statistical…

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July 2012 Capture & Proposal Tips eBrief

Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief July 2012 Edition!

Summer has heated up – and so have everyone’s capture and proposal efforts!

Talk of budget cuts, sequestration concerns, and expanding mission requirements abound in the media, and while everyone is justifiably concerned, companies’ day-to-day business of winning new business and maintaining existing work continues.

Our July 2012 Capture & Proposal Tips eBrief will support your efforts. Take a look at our latest blog posts, updated 2012/2013 capture and proposal training schedule, webinars, and conferences – all aimed to help you improve your skills.

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100 words that kill your proposals

Bob Lohfeld

 

This article was originally published July 20, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

Inexperienced proposal writers seem to use words that should be avoided when writing proposals. These inappropriate words and phrases can weaken a proposal, annoy evaluators, and even undermine the bidder’s credibility.

To help you write better proposals, we have compiled a list of the most frequently used words that should be avoided when writing proposals. Some of these came from Carl Dickson at CapturePlanning.com, while others came from lists that have circulated…

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June 2012 Section L Update eZine

Our capture and proposal experts share capture and proposal management best practices and offer helpful tips and techniques – see our latest Insights Blog posts, Wendy Frieman’s latest Proposal Doctor advice for focusing on proposal priorities – not fires, and Bob Lohfeld’s advice for keeping your bid out of the reject box.

Thanks to everyone who joined us for our Opening Night Reception and stopped by our exhibit at APMP’s Bid & Proposal Con 2012 in Dallas, TX – we really enjoyed visiting with all +625 of you! Congratulations to Sonya Wooley who won our iPad 3 giveaway!

Check out our…

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Will low-price contracting make us all losers?

Bob Lohfeld

 

This article was originally published June 4, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

We are seeing a procurement strategy shift for technical and professional services bids brought about by procurement officials using lowest price, technically acceptable (LPTA) evaluation criteria rather than the more traditional best-value tradeoff criteria.

While there is certainly a place for the low-price strategy in federal procurements, it is definitely not suitable for procurements with complex services or uncertain performance risk. When the government applies the strategy to unsuitable procurements, both the…

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Bob Lohfeld honored as 2012 APMP Fellow at Bid & Proposal Con

(Dallas, TX) — May 30, 2012 — The Association of Proposal Management Professionals (APMP), the international association representing proposal, business development, and capture management professionals, announced its new class of 2012 Fellows at the association’s Bid & Proposal Con 2012 in Dallas, TX last week.

The APMP Fellows Award is the association’s highest honor and recognizes individuals who have made significant contributions to new business acquisition, their profession, and their association. The award is open to all APMP members who have belonged to the association for 5 or more years.

The four APMP Fellows honored at Bid &…

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Can you keep your bid out of the reject box?

Bob Lohfeld

 

This article was originally published May 16, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

I was asked to review one of the proposals submitted for the first stage of the Army’s multi-billion dollar “Army Eagle” logistics procurement and to advise an unsuccessful bidder why the company had failed to make the cut. My answer was straightforward – the bidder failed to write a proposal for the evaluators to evaluate. Here’s how the proposal went wrong.

Army Eagle is a multiple award procurement for large and small…

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