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Category Results for Best of Lohfeld Archives
Can you keep your bid out of the reject box?
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…
April 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 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…
6 quick fixes that will improve your company’s win rate
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…
March 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 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…
7 Proven factors to raise your company’s win rate (survey results)
By Bob Lohfeld
These survey results (7 Proven Factors to Raise You Company’s Win Rate (Survey Results) March 2012-Lohfeld Consulting Group) show how proposal managers from 36 companies rated their individual company’s performance in the 28 factors that we use to predict a company’s overall win rate. You can see from the survey that there is room for improvement in all of the areas surveyed. Areas where most companies need immediate improvement are:
- Capture and Proposal Training – this training is only provided by 52%…
How to avoid a contract protest
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…
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
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…
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….
