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Resolve to Improve Your Win Rate

This article was originally published January 27, 2010 on WashingtonTechnology.com.

Let it be resolved that 2010 will be the year in which we raise our new business win rate, write better proposals that cost us less to create, and leave the practice of working to exhaustion on late-night proposals as our final fond memory from the year now past.

This New Year’s resolution will probably be made by executives at half the companies that work in the highly competitive government technology market. Yet few companies will change how they pursue new business, prepare for proposals, or handle the demanding…

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Survival guide | You lost. Now what?

This article with Bob Lohfeld was originally published in Washington Technology magazine October 30, 2008.

Our experts are Steve Carrier, former vice president of business development and strategic planning at Northrop Grumman Information Technology, and Bob Lohfeld, president of Lohfeld Consulting Group and former vice president at Lockheed Martin Information Technology and senior vice president of OAO Corp.

CARRIER: Find out as much about the pricing information as they will give you. It is very important to know where you were compared to the winner on price.

Next, how did your technical solution stack up against the competitors? Finally, what are…

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Contracting 101: Start with Patience and Value

This article referencing Bob Lohfeld was originally published in Washington Technology magazine October 2, 2008.

By Joyce Bosc

Small businesses with big aspirations often look to government for sales opportunities, but the size of that government-sales undertaking can be overwhelming.

Yes, smaller jobs may be sold to government through a simple purchase order, but true success in getting government business takes more. To become established as a trusted government contractor, your company must be prepared for a resource-intensive process that might take as long as two years. The commitment is big, but the successes can be even bigger.

There are no real…

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Capture & Proposal Tips

Bold trends in capture and proposal management – Bob Lohfeld
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.
Getting the most from your proposal budget while increasing your productivity – Lisa Pafe and Brenda Crist
Today companies are trying to make the most of every dollar to increase their competitive edge. Even a small decrease in overhead costs or increase in productivity can make big difference. Our presentation decomposes a budget for developing a 30-day proposal and a 10-day proposal for small, medium, and large companies and provides recommendations for decreasing costs, while also streamlining workflow, effectively using automation, and working smarter not harder.
Our presentation also describes how we implement management best practices like Agile, Information Technology Infrastructure Library® (ITIL), and Project Management Body of …
Capture & Proposal Tips eBrief – May 2013
Bob Lohfeld shares pricing insights gleaned from GAO studies and discusses how you can apply this to your capture strategy. Check our Proposal Doctor’s advice for managing the battle over which questions to send to the government customer on a long and not-very-well-written RFP. See our team’s tips for managing data calls and proposal production across the business development life cycle, and check out our recent client wins!

Best of Lohfeld Archives

Bold trends in capture and proposal management – Bob Lohfeld
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.
Getting the most from your proposal budget while increasing your productivity – Lisa Pafe and Brenda Crist
Today companies are trying to make the most of every dollar to increase their competitive edge. Even a small decrease in overhead costs or increase in productivity can make big difference. Our presentation decomposes a budget for developing a 30-day proposal and a 10-day proposal for small, medium, and large companies and provides recommendations for decreasing costs, while also streamlining workflow, effectively using automation, and working smarter not harder.
Our presentation also describes how we implement management best practices like Agile, Information Technology Infrastructure Library® (ITIL), and Project Management Body of …
Capture & Proposal Tips eBrief – May 2013
Bob Lohfeld shares pricing insights gleaned from GAO studies and discusses how you can apply this to your capture strategy. Check our Proposal Doctor’s advice for managing the battle over which questions to send to the government customer on a long and not-very-well-written RFP. See our team’s tips for managing data calls and proposal production across the business development life cycle, and check out our recent client wins!

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