Articles tagged with: capture process
This article was originally published September 20, 2013 in WashingtonTechnology.com.
By Bob Lohfeld
There is no doubt that going into fiscal 2014, the market will be different. Sequestration and continuing resolutions will take their toll on the federal budget, resulting in fewer procurements. The net result is that competition for the remaining government dollars will be stiffer as companies battle for market share.
Companies that don’t change their tactics to compete in the new budget-constrained government market will give way to others who are adapting…
This article was originally published December 12, 2012 in WashingtonTechnology.com.
By Bob Lohfeld
I attended a session on proposal benchmarking at the Association of Proposal Management Professionals, National Capital Area Chapter’s (APMP-NCA), Mid Atlantic Proposal Conference & Exhibition a few months ago and was surprised to learn how few companies actually benchmark the quality of their proposals or the capabilities of their proposal departments.
In the session led by BJ Lownie of Strategic Proposals, only about 15% of the 75 companies represented acknowledged that they…
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…
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….
The company I work for is bidding on a large government contract, and the proposal is a huge undertaking. My team consists of more than 50 people, and my MS Project schedule has hundreds of lines. It’s a challenge, which is to be expected. I was excited and optimistic when we started, but now I have a boatload of senior executives breathing down my neck. All the time! I spend at least half of every day explaining and justifying what we…
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…
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 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.
Get more insights from the Lohfeld Consulting Group team every month – click to subscribe to our…
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…
This article was originally published April 29, 2010 on WashingtonTechnology.com.
When we examine why companies win or lose new business in the government market, the reasons are amazingly similar. Companies win more often when they focus on understanding customer requirements and objectives. They predictably lose more often when they don’t. Similarly, qualifying new business opportunities early in the business development life cycle results in better win rates, while late qualification results in fewer wins and cost increases in business development.
These and other activities are strong indicators of how well a company will do in competitive procurements. This correlation…