Articles tagged with: win rate
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…
This article was originally published August 29, 2012 in WashingtonTechnology.com.
By Bob Lohfeld
Capture analytics is the science of measuring how well you have performed each of the activities in your capture management process and then correlating these measurements with the outcomes of your bids.
Understanding this correlation can help you make better decisions about what deals to pursue and how likely you are to win, and they can improve the accuracy of your revenue predictions.
The foundation for capture analytics is econometrics, which uses statistical…
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 what to do with proposal “graphics & mayonnaise” complainers, and Bob Lohfeld’s 6 quick fixes that will improve your company’s win rate.
Thanks to everyone who stopped by our exhibit at APMP National Capital Area’s (NCA) Proposal Boot Camp 2012 – we really enjoyed visiting with you! Kudos to the NCA Chapter for another great event!
The whole Lohfeld team is looking forward to APMP’s Bid & Proposal Con…
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…
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…
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….
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…
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,…
The bid/no-bid decision is the most important decision you can make in the bidding process. Making it correctly can raise your win rate, increase your company’s revenue growth rate, and reduce your overall cost of new business acquisition. Making it poorly can cost you, your proposal team, and maybe your company.
Bob Lohfeld discusses the Seven Criteria for Making Good Bid Decisions and the Traps that Cause Executives to Make Poor Decisions. He also discusses how balanced score cards can be used to predict win probability and how portfolio management techniques can be used to select bid opportunities.
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…