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Articles tagged with: compliance
7 steps from good to great proposals
This article was originally published Oct. 24, 2012 in WashingtonTechnology.com.
By Bob Lohfeld
We all strive to write great proposals and often pat ourselves on the back when our proposals win. Each victory fills us with pride and reassures us that we’re writing great proposals, but that’s not always the case.
Great proposals frequently lose on price, and poorly written proposals win when competition is limited or the bid price is low. Because of this, victory is not always a good indicator of proposal quality.
All…
Can you keep your bid out of the reject box?
This article was originally published May 16, 2012 in WashingtonTechnology.com.
By Bob Lohfeld
I was asked to review one of the proposals submitted for the first stage of the Army’s multi-billion dollar “Army Eagle” logistics procurement and to advise an unsuccessful bidder why the company had failed to make the cut. My answer was straightforward – the bidder failed to write a proposal for the evaluators to evaluate. Here’s how the proposal went wrong.
Army Eagle is a multiple award procurement for large and small…
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…
6 ways your proposal can fail – and how to avoid them
This article was originally published October 5, 2011 in WashingtonTechnology.com.
By Bob Lohfeld
I received a call from a mid-sized large business that had submitted a proposal for IT services and had just learned their proposal did not make competitive range. They were irate and wanted to protest, alleging that the government had not fairly evaluated their proposal.
They had hired a proposal consultant, spent lots of money developing their proposal, and were assured their proposal was professionally done. Before filing the protest, the company…
