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Articles tagged with: proposal development
Can you hire an effective capture manager?
This article was originally published February 22, 2013 in WashingtonTechnology.com.
By Bob Lohfeld
The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them.
This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation…
4 strategies that can kill your recompete
This article was originally published January 30, 2013 in WashingtonTechnology.com.
By Bob Lohfeld
I regularly get calls to review capture strategies for companies competing on “must win” procurements. I have done an equal number of these reviews for companies during the time when they were in their capture phase (before the final request for proposals is released), during their proposal development phase when everyone was working hard to write the winning proposal, and, regrettably, after the company had submitted its proposal and been told…
Pressing commitments – how to be “fair” as proposal manager?
Dear Proposal Doctor,
I am running a big proposal. Several people on the team are critical to the effort because of how much they know. Each seems to have some kind of personal commitment that cuts into their day several times a week. It’s either kids, medical appointments, other professional commitments, a sick relative, a household repair, or something else.
I don’t want to have one standard for most of the team (you need to be in the office) and another standard for a select…
Proposal professionals employ many specialized elements to develop winning proposals. Join AppMaven for a look at targeted time and effort-reducing PC tools, iPad apps, and tricks to develop, manage, and WIN proposals more efficiently and effectively.
With all new content for 2012, this live demo presents cost-effective PC/iPad tools from AppMaven’s painstakingly researched collection—along with advice for using them to increase your winning proposal capabilities. These inexpensive or even free tools are useful for any size organization (commercial and government).
Includes lots of real-time Q&A! All participants will take home AppMaven’s 2012 handy software checklist! Strengthen your proposal development and management…
March 2012 Section L Update eZine
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…
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…
February 2012 Section L Update eZine
In our February 2012 issue, our capture and proposal experts share capture and proposal management knowledge, offer helpful tips and techniques (check out part two of Lohfeld Consulting Group’s new Insights Blog and Wendy Frieman’s latest Proposal Doctor advice for how to get proposal roles and responsibilities on track…, and provide insightful commentary about challenges in our industry.
We’ll help keep you current on best practices in our field with valuable information you can apply every day! Section L Update eZine – February 2012
Get more insights from the Lohfeld Consulting Group team every…
Section L Update ezine – January 2012
In this issue – and in upcoming monthly issues – our capture and proposal experts share capture and proposal management knowledge, offer helpful tips and techniques (check out part one of Lohfeld Consulting Group’s Insights Blog | Capture, Proposal, Design, & Tech – Beth Wingate’s favorite business, proposal development, and design-related books and Wendy Frieman’s latest Proposal Doctor advice for steering management towards realistic metrics and schedules), and provide insightful commentary about challenges in our industry.
We’ll help keep you current on best practices in our field with valuable information you can apply every…
Section L Update – November 2011
In this issue – and in upcoming monthly issues – our capture and proposal experts share capture and proposal management knowledge, offer helpful tips and techniques (check out Beth Wingate’s Audio Clip on how creating your proposal outline and compliance matrix) and Wendy Frieman’s latest Proposal Doctor advice for writing technical volumes more efficiently), and provide insightful commentary about challenges in our industry.
We’ll help keep you current on best practices in our field with valuable information you can apply every day! Section L Update – November 2011
Get more insights from the Lohfeld Consulting…
The Proposal Dentist: Extracting a Technical Approach from the Technical Experts
(This article appeared in the Fall 2011 edition of APMP-NCA’s Executive Summary eZine.)
As budgets shrink, there will be fewer new contracts in the government market. With fewer deals, firms that compete for federal business will need to write sharper proposals to win their share of work. It is imperative that our proposals tell a clear story that resonates with the buyer. In particular, we must be able to present a fact-based approach that demonstrates a clear, tangible value to…
