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Articles tagged with: requirements
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…
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…
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…
Audio Tip: Creating your proposal outline and compliance matrix
Alternative content
This month, proposal development expert Beth Wingate, APMP Fellow (aka AppMaven), offers insights and tips for developing your proposal outline and compliance matrix.
I attended a roundtable presentation given by the Association of Proposal Management Professionals’ (APMP) National Capital Area (NCA) Chapter where three government contracting officers agreed with my assessment that you need to develop your proposal outlines following the hierarchy of Sections L (Instructions), then M (Evaluation Criteria), then C (Statement of Work (SOW)),…
Ask the Right Questions to Understand Customer Objectives
This article was originally published April 5, 2010 in WashingtonTechnology.com.
Did you know the leading indicator for predicting whether you will be successful in a government bid is how well you understand the customer’s requirements and objectives?
As a capture team leader, one of your first jobs is to understand and document your customer’s requirements and objectives. Requirements are the activities a company must do when it performs the contract. They include technical and management tasks described in the scope of work, generally found in Section C of a federal government request for proposals. But they can also…
What Drives the Best Capture Managers?
This article with Bob Lohfeld was originally published in Washington Technology magazine October 9, 2009.
By David Hubler
Good capture managers are known for their business and technical skills, understanding of complex government requirements, and intimate knowledge of their company’s competencies.
“Nobody is born knowing how to program a computer. But the competitiveness, I think, is born,” said Bob Lohfeld, president of Lohfeld Consultant Group, a consulting firm that specializes in capture management. “And you’ve got to have gifted ability if you’re going to play at…
