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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.
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…
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…
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…
(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 &…
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…
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 what to do with proposal “graphics & mayonnaise” complainers, and Bob Lohfeld’s 6 quick fixes that will improve your company’s win rate.
Thanks to everyone who stopped by our exhibit at APMP National Capital Area’s (NCA) Proposal Boot Camp 2012 – we really enjoyed visiting with you! Kudos to the NCA Chapter for another great event!
The whole Lohfeld team is looking forward to APMP’s Bid & Proposal Con…
This article was originally published April 23, 2012 in WashingtonTechnology.com.
We’re frequently asked how to improve a company’s overall win rate, and I outlined these in the article I wrote in my January 2012 column “How to Raise Your Win Rate by 20 percent” using our seven-factor model. Since then, we’ve been surveying companies to see how well they perform in these seven factors and to identify areas where companies can make immediate improvements.
In this article, I’ll share some of the survey results…
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 getting engaged in the proposal pricing process, and Bob Lohfeld’s advice for avoiding contract protests.
We’ve had great response to our new Insights blog, featuring posts from the entire Lohfeld Consulting Group team. Thanks for the many kind emails! We’re looking forward to sharing lots of great capture, proposal, design, and technology-related best practices, hints, and tips in 2012 and beyond.
Take a minute to check…
This article was originally published March 22, 2012 in WashingtonTechnology.com.
By Bob Lohfeld
Are protests destined to become just one more milestone in the federal procurement process? Recent evidence might suggest so. Notably, the protested award to Lockheed Martin for the U.S. Antarctic Research program in the South Pole and the Hawker Beechcraft protest of the award of the new light attack aircraft trainer are recent examples.
In addition, market experts predict that as defense budgets decline, companies fighting over fewer dollars will launch more protests when losing procurements that…