News & Knowledge Center
March 2012 Section L Update eZine
Latest capture and proposal management knowledge, tips, and techniques
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 out our latest posts:
- 7 Reasons to meet the client before RFP release
- Back to basics – spring cleaning
- Top 10 reasons to vote your color team reviewers off the island
- Top 5 reasons to gather info about business opportunities – and…
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% of the companies surveyed. Every company should have a career development training program and make capture and proposal training available to appropriate employees.
- Business Acquisition Process – only 54% of the companies surveyed have documented their business acquisition processes. If you are going to have a defined, repeatable, and managed process,…
How to avoid a contract protest
Are protests destined to become just one more milestone in the federal procurement process?
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 can lock them out of programs or agencies for a decade.
If protests are to become the norm for competing in major programs, then it’s to everyone’s advantage to find ways to reduce the number of protests and awards that are overturned. When companies file protests, everyone loses. The procuring agency…
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 Lohfeld Consulting Group’s research on how to increase proposal win rates and explains the 7 factors that affect overall company win rates. Using an online assessment, each participant can use the 7-factor model to assess their company’s performance in key areas that affect win rates and build a preliminary plan…
