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Articles tagged with: infrastructure
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….
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)
Get more insights from the Lohfeld Consulting Group team every month – click to subscribe to our Capture & Proposal Tips eBrief
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.
Webinar: 7 Proven Steps that Will Raise Your Win Probability
Date: October 19, 2011 12:00 pm Location: Webinar (APMP-NCA), VA
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 “repeated by popular demand” APMP-NCA Chapter webinar on October 19, 2011 at 12:00 p.m. EDT.
How to Increase Your Company’s Win Rate in 7 Steps – Bob Lohfeld APMP-NCA Webinar (for best results, right click…
Why your win rate is hurting your business
This article was originally published May 24, 2011 in WashingtonTechnology.com.
By Bob Lohfeld
Win rates vary widely among companies, and we see them range from as low as 10 percent to as high as 80 percent based on a variety of factors, including companies that bid anything and everything to those that bid too conservatively. To assess how your win rate stacks up against your competition, take a look below. Equally important, examine the details behind your win rate. These can direct you to areas where you can make substantive improvements.
Win rate: 80% to 100%
Color score: Green
Assessment and recommendations…
Welcome to the new era of business development
This article was originally published May 2, 2011 in WashingtonTechnology.com and features interviews with business development leaders, including Bob Lohfeld
By Heather Hayes
It’s no secret that there are fewer new opportunities in the government market, thanks to looming budget cuts and an increasing trend away from the use of new contract awards in favor of established governmentwide acquisition contracts.
However, companies can increase their ability to compete and even boost their win rates and revenues if they invest in and optimize their business development and capture management processes and tools.
“More companies are fighting for smaller pieces of business out…
Pitfalls to avoid in a down market
This article was originally published April 25, 2011 in WashingtonTechnology.com.
With all the talk about budget cuts, we see some companies overreacting and altering their bidding strategies. Budget reduction numbers out of Congress indicate that 2011 spending will decline by $38 billion.
According to Ray Bjorklund, senior vice president and chief knowledge officer at FedSources, the challenge is determining how many of those dollars are attached to contracts. “There’s spending, and there’s contract spending,” Bjorklund said. “A significant amount of the $38 billion is in government compensation loan programs, and subsidies and therefore not contractor-addressable.”
The net authority…
3 Critical Steps to Surviving Tough Times
This article was originally published April 4, 2011 in WashingtonTechnology.com.
There’s little doubt that the federal budget will undergo some contractions this year, either because Congress will reduce spending levels outright for some agencies or the inevitable flow of continuing resolutions will postpone approval for new spending levels. As budgets shrink, there will be fewer new contracts in the government contractor market. With fewer deals to compete for, contractors will need to raise their level of competitiveness to win their share.
Now is the time to invest in new business acquisition, not scale back. Companies making investments in people,…
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…
