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Articles tagged with: proposal management
Capture & Proposal Tips eBrief – April 2013
Welcome to Lohfeld Consulting Group's Capture & Proposal Tips eBrief - April 2013 Edition!
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Some companies are actively seeking lowest price, technically acceptable (LPTA) professional services bids-but they're not the companies you'd think. You'd expect companies with deep experience in their fields that have honed their operating costs to the minimum and are operating at maximum efficiency to seek out LPTA bids where they could compete on price-but it is just the...
Capture & Proposal Tips eBrief – March 2013
Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief – March 2013 Edition!
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The complacency of incumbent teams is now a thing of legends, and everyone has at least one story of the incumbent we were sure the customer loved who lost and, in some instances, lost big.
The good news is that techniques exist to get your team out of its complacent rut. Check…
Capture & Proposal Tips eBrief – Dec. 2012
Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief
December 2012 Edition!
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Today’s market demands benchmarking proposals – here’s how
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…
Capture & Proposal Tips eBrief – Nov. 2012
Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief
November 2012 Edition!
The elections are over, but we continue to deal with low price/technically acceptable (LPTA) controversies, sequestration prognostications, doing more with less in government and industry, tighter B&P budgets, continual technology innovations, RFP quality issues, more competition for less work – and as always business development, capture, and proposal professionals must continue their day-to-day operations and efforts to maintain existing work and win new business for your companies.
Our November Capture & Proposal Tips eBrief supports your efforts.
Click to read Lohfeld Consulting Group’s Capture & Proposal Tips eBrief…
Winning solutions begin with a winning proposal team
by Lisa Pafe (originally published in APMP-NCA Executive Summary, Fall 2012)
Crafting a winning solution is an intellectual challenge, but it is also a team challenge. No proposal is won by an “I”; all are won by a team. Yet no matter how many masterminds you assemble, the proposal team is often its own worst enemy.
As a proposal or capture manager, how many times have you thought you did everything right? You develop the win strategy, win themes and discriminators; shred, outline and storyboard…
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…
Capture & Proposal Tips eBrief – Oct. 2012
Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief October 2012 Edition!
Happy New Year (FY13)!
Amidst low price/technically acceptable (LPTA) controversies, sequestration-related do’s and don’ts, trends towards doing more with less in government and industry, tighter B&P budgets, continual technology innovations, RFP quality issues, more competition for less work, and significant concerns about political administration changes, business development, capture, and proposal professionals must continue their day-to-day operations and efforts to maintain existing work and win new business for your companies.
Our October Capture & Proposal Tips eBrief supports your efforts.
Click to read Lohfeld Consulting Group’s Capture & Proposal…
Beyond proposal burnout – what to do?
Dear Proposal Doctor,
With only 2 weeks before a major proposal submittal, the key people on my team are in an advanced state of burn out. Some are sleeping on couches in the office rather than going home. Others come in to work not having slept at all.
It’s impossible to move any deadlines and still get the proposal done, and it’s going to be impossible to meet the deadlines given the level of exhaustion. Because of multiple proposal extensions, this situation has been intensifying…
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…
