News & Knowledge Center
Category Results for Capture Management
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…
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%…
Improving Win Rates – Strategies and Tactics to Raise Your Success
Did you know your company can raise its win probability by 20% on each and every bid that it submits by following 7 proven steps?
Imagine how much additional revenue your firm could generate if you could increase your win rate by 20% — and imagine how much you could grow your business with the additional profit.
Increasing win rates is everybody’s goal, yet few people address the task of raising overall company win rates.
In this webinar, capture and proposal expert Bob Lohfeld shares…
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
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….
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…
4 Fundamentals for creating a winning proposal – GovCon Business Development Weekly with Bob Lohfeld
Process carries the day,” notes Lohfeld Consulting Group CEO Bob Lohfeld during his 4 Fundamentals for Creating a Winning Proposal webinar, part of the GovWin Business Development Weekly Series.
4 Fundamentals for Creating a Winning Proposal (click for presentation)
Audience Q&A from presentation (click for Q&A)
Webinar: 7 Proven Steps that Will Raise Your Win Probability
The 7 steps to raise your win probability will make you better prepared to compete at the highest competitive levels, improve your capture and proposal game, and help you plan and reduce the workload needed to create winning proposals.
Bob Lohfeld shows you how to assess your company’s ability to compete and make real recommendations to increase your new business win rate in this APMP-ANZ Chapter webinar on December 5, 2011 at 9:00 p.m. EST.
Session Title: Recipes for High Performing Proposal Organizations (Bob Lohfeld)
High Performing Proposal Organizations consistently deliver win rates above 65%, but this requires more than just good proposal managers and writers. It takes sound business development, capture and proposal processes; an efficient proposal development infrastructure, and a team of skilled capture and proposal professionals to do the work. This presentation describes how high performing proposal organizations are created and how they work, the kinds of processes they use, and the types of infrastructure they depend upon to create winning proposals efficiently. The…
The Art of the Wargame (Black Hat Review)
Tu Mu, Chinese military commentator, said, “If I wish to take advantage of the enemy I must perceive not just the advantage in doing so but must first consider the ways he can harm me if I do.” A key part of waging war and offensive strategies in the proposal world is to war game in a Black Hat review where we create potential war scenarios by aligning ourselves and our allies against a set of opponents. Each team assumes the competitor mindset and prepares as if they are the competition. Each team collects intelligence and develops their battle…
