News & Knowledge Center
Category Results for Articles
February 2012 Section L Update eZine
In our February 2012 issue, our capture and proposal experts share capture and proposal management knowledge, offer helpful tips and techniques (check out part two of Lohfeld Consulting Group’s new Insights Blog and Wendy Frieman’s latest Proposal Doctor advice for how to get proposal roles and responsibilities on track…, and provide insightful commentary about challenges in our industry.
We’ll help keep you current on best practices in our field with valuable information you can apply every day! Section L Update eZine – February 2012
Get more insights from the Lohfeld Consulting Group team every…
3 tips to maximize past performance
This article was originally published February 1, 2012 in WashingtonTechnology.com.
By Bob Lohfeld
Almost every proposal you write has a requirement for information on past performance. The government uses this information to evaluate how well your company has performed on similar programs and expects your past performance to be a predictor of how well you will perform on the program you’re currently bidding.
Because past performance can be an important discriminator in the evaluation and selection process, there are some things you should know…
Section L Update ezine – January 2012
In this issue – and in upcoming monthly issues – our capture and proposal experts share capture and proposal management knowledge, offer helpful tips and techniques (check out part one of Lohfeld Consulting Group’s Insights Blog | Capture, Proposal, Design, & Tech – Beth Wingate’s favorite business, proposal development, and design-related books and Wendy Frieman’s latest Proposal Doctor advice for steering management towards realistic metrics and schedules), and provide insightful commentary about challenges in our industry.
We’ll help keep you current on best practices in our field with valuable information you can apply every…
How to raise your win rate by 20%
This article was originally published January 5, 2012 in WashingtonTechnology.com.
By Bob Lohfeld
All executives want to increase their win rate. If you could raise your company’s overall win rate by 20%, the payoff in additional revenue, earnings, and shareholder value could be huge. Company revenues would increase, earnings would increase by the marginal profit rate on the new revenue, and shareholder value would increase proportionally to your increase in earnings.
But, knowing which investments to make and predicting the payoff is the challenge….
Section L Update – November 2011
In this issue – and in upcoming monthly issues – our capture and proposal experts share capture and proposal management knowledge, offer helpful tips and techniques (check out Beth Wingate’s Audio Clip on how creating your proposal outline and compliance matrix) and Wendy Frieman’s latest Proposal Doctor advice for writing technical volumes more efficiently), and provide insightful commentary about challenges in our industry.
We’ll help keep you current on best practices in our field with valuable information you can apply every day! Section L Update – November 2011
Get more insights from the Lohfeld Consulting…
The Proposal Dentist: Extracting a Technical Approach from the Technical Experts
(This article appeared in the Fall 2011 edition of APMP-NCA’s Executive Summary eZine.)
As budgets shrink, there will be fewer new contracts in the government market. With fewer deals, firms that compete for federal business will need to write sharper proposals to win their share of work. It is imperative that our proposals tell a clear story that resonates with the buyer. In particular, we must be able to present a fact-based approach that demonstrates a clear, tangible value to…
This article was originally published November 14, 2011 in WashingtonTechnology.com.
By Bob Lohfeld
In last month’s column, 6 ways your proposal can fail, I wrote about a company that submitted a less-than-professional proposal and wondered how pervasive this problem really is. After all, as professional proposal managers, how bad can our proposals really be?
All professional proposal managers strive to make every proposal compliant, responsive, and compelling, yet a recent presentation reinforced my assessment that only about 15% of the firms bidding…
Section L Update – October 2011
In this issue – and in upcoming monthly issues – our capture and proposal experts share capture and proposal management knowledge, offer helpful tips and techniques (check out Beth Wingate’s Audio Clip on how to review a Federal Government RFP (draft and final!) and Wendy Frieman’s latest Proposal Doctor advice for working effectively with subject matter experts), and provide insightful commentary about challenges in our industry.
We’ll help keep you current on best practices in our field with valuable information you can apply every day! Section L Update – October 2011
Get more insights from…
6 ways your proposal can fail – and how to avoid them
This article was originally published October 5, 2011 in WashingtonTechnology.com.
By Bob Lohfeld
I received a call from a mid-sized large business that had submitted a proposal for IT services and had just learned their proposal did not make competitive range. They were irate and wanted to protest, alleging that the government had not fairly evaluated their proposal.
They had hired a proposal consultant, spent lots of money developing their proposal, and were assured their proposal was professionally done. Before filing the protest, the company…
Section L Update – September 2011
In this issue – and in upcoming monthly issues – our capture and proposal experts share capture and proposal management knowledge, offer helpful tips and techniques (check out Beth Wingate’s Audio Clip on how to position your company as a top contender and Wendy Frieman’s latest Proposal Doctor advice for getting proposal team members to “stick to their knitting”), and provide insightful commentary about challenges in our industry.
We’ll help keep you current on best practices in our field with valuable information you can apply every day! Section L Update_September 2011
Get more insights from…
