Category Results for Best of Lohfeld Archives
In Washington Technology, Stephanie Kanowitz writes, “A new tool to be released Tuesday promises to help government contractors win more business by connecting and automating the capture and proposal sides of contract bidding.
The Lohfeld Capture and Proposal Management WinCenter(TM) product eliminates the traditional segmentation of business development offices to let everyone involved follow the progress an opportunity through a single piece of customizable software.”
“Various groups in business development organizations – historically almost all federal government contractors – are all working in their own little silos,” said Tom Gorman, WinCenter product manager at Lohfeld Consulting Group Inc., which developed the…
Chantilly, VA and Edgewater, MD —December 17, 2013—Nearly two-thirds of government contractors experienced moderate to significant revenue decline in 2013 as a result of sequestration and the government shutdown, according to a new PulsePoll™ of government contractors by Market Connections, Inc. and Lohfeld Consulting Group, Inc.
The online PulsePoll™ of 220 government contractors gauged the impact of sequestration and the government shutdown on government contractors, and how companies are responding to a changing market. Nearly one-third (31 percent) of contractors said their revenue declined more than 10 percent in 2013 due to sequestration and the shutdown, and another 30…
This article was originally published December 13, 2013 in WashingtonTechnology.com.
By Bob Lohfeld
When I review new-business growth strategies for companies, one of the things I like to see is a balanced approach that consists of three main strategies—winning new business, growing your current business base, and if the company is large enough, acquiring other companies.
As a first cut, I weight each of these strategies equally, so if the company uses all three, then each strategy is accountable for delivering a third of the…
- The Lohfeld Consulting Group Team
The typical company spends on average 10% of their revenue target on Bids and Proposals (B&P). Risks that increase the B&P budget include poor bid decisions, an immature solution, insufficient training and tools, large review teams producing comments that are not actionable, and lack of executive support. With constrained budgets and increased competition for smaller work share, contractors cannot afford to waste B&P dollars. Lohfeld Consulting Group’s Principal Consultants Brenda Crist, CPF APMP, and Lisa Pafe, CPP APMP, presented an interactive webinar on November 20 to 157 participants to highlight how to increase productivity and win rates.
Proposal professionals employ many specialized elements to develop winning proposals. Download AppMaven 12-3-13 Lohfeld_APMP Colorado Presentation (Dec. 3, 2013) for a look at more targeted time and effort-reducing PC and Mac tools and tricks to develop, manage, and WIN proposals more efficiently and effectively.
With all new content for 2013, AppMaven presents cost-effective PC/Mac/iPad tools from her painstakingly researched collection—along with advice for using them to increase your winning proposal capabilities. These inexpensive or even free tools are useful for any size organization (commercial and government).
Download AppMaven’s Favorite PC and iPad Tools checklist—with…
This article was originally published November 18, 2013 in WashingtonTechnology.com.
By Bob Lohfeld
Have you ever had a subcontractor kill your bid? Surprisingly, it’s not all that infrequent that a subcontractor can do you in.
Here are some of the situations we have seen this year from companies who have called us for help, generally after it is too late to fix the problem. Since many of these teaming nightmares could have been prevented with some good counseling earlier in the bidding process, I thought…
Beth Wingate, aka AppMaven, revealed desktop publishers’ best-kept secrets for maximizing MS Word 2010/2013’s proposal formatting capabilities at the 2013 APMP Nor’easters Fall Symposium.
She demonstrated her favorite tools, shortcuts, and tips live for the audience (e.g., formatting tricks to get within page count) and provided a take-home reference guide.
Beth also prepared a 15-page cheat sheet with step-by-step…
This article was originally published October 15, 2013 in WashingtonTechnology.com.
By Bob Lohfeld
What happened to all of those requests for proposals that we were promised for the final quarter of fiscal 2013?
The pundits told us that procurements delayed earlier in the year would come rushing to market in July, August, and September, and the final quarter would make up for the slow spending that we had seen earlier in the year.
It simply didn’t turn out that way. The rush of procurements never came,…
In an increasingly competitive global market, top-tier companies are adapting and executing new practices to increase their win probabilities. Bob Lohfeld presents some of the more interesting trends in capture and proposal management and discusses how these are changing the competitive landscape for these firms.
About the presenter:
Bob Lohfeld is the founder of Lohfeld Consulting Group, a leading Capture and Proposal Consulting firm specializing in winning government contracts. He is consistently recognized for leadership in business development, capture management, and creating winning proposals and he writes the Capture Management column…