Insights Blog

Government Matters | Francis Rose and Bob Lohfeld discuss Bob’s new book, “10 Steps to creating high-scoring proposals”

A modern perspective on proposal development and what really matters

Government Matters (ABC7 and NewsChannel 8) host Francis Rose and Bob Lohfeld discuss Bob’s new book, 10 Steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters, and how government contractors can apply these principles to grow their businesses. — Click to watch the interview — In this book, we share our modern perspective on proposal management and what matters within the proposal process. We’re using these insights to help our customers concentrate on what’s truly important in proposal development and on best practices that may have fallen to the wayside in their companies. Available on Amazon.com (paperback and Kindle) – click to order We examine the Federal Government source selection decision-making process and what the government evaluators and the final decision maker look for as they review your proposals. We discuss our strength-based solutioning process and the difference between features and benefits—and how to … Continue reading Government Matters | Francis Rose and Bob Lohfeld discuss Bob’s new book, “10 Steps to creating high-scoring proposals”

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Proposal writing and the eight-second attention span

APMP Carolinas and Georgia Chapters Joint Webinar

Date: Aug. 1, 2017 Time: 12:00 p.m. EDT Click here to register Lisa Pafe will reprise her SPAC 2017 presentation, which was highly rated in the SPAC feedback survey and is relevant for all proposal managers and writers. A 2015 Microsoft study found that digital distractions have resulted in the average person having an 8-second attention span, less than a goldfish! A 2016 Harvard Business Review article stated that bad writing is the biggest productivity buster. Yet, we still write proposals the old-fashioned way, as if our evaluators have unlimited time and focus. This presentation will discuss how to modernize our proposal writing to win in the digital age, using persuasive, attention-grabbing techniques such as calls to action, exceeding expectations, and clearly relevant writing. Please register for APMP Carolinas and Georgia Chapter Joint Webinar: Proposal Writing and the Eight-Second Attention Span on August 1, 2017 at 12:00 noon EDT: Click … Continue reading Proposal writing and the eight-second attention span

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Can sole-source and innovation go hand-in-hand?

The VA is about to find out with its multi-billion dollar deal with Cerner

When President Trump announced the creation of the Office of American Innovation March 17, we were expecting…well, innovation. Interestingly, one of the first major recommendations coming out of this newly formed office was to urge the Department of Veterans Affairs (VA) to issue a sole source contract, likely worth billions of dollars, for the VA’s electronic health records (EHR) system. Sole source and innovation in the same sentence? It is certainly surprising. In his June 5 press release, Secretary Dr. David J. Shulkin announced his decision that the VA would adopt the Defense Department Military Health System GENESIS as its next-generation electronic health record system. To accomplish this innovation, Shulkin signed a Determination and Findings (D&F) that “there is a public interest exception to the requirement for full and open competition… the VA may issue a solicitation directly to Cerner Corporation for the acquisition of the EHR system currently being … Continue reading Can sole-source and innovation go hand-in-hand?

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Do you understand how to show you understand? (Part 2 of 2)

Developing an insightful risk mitigation approach

Describing potential risks and proposed mitigations is an excellent way to show proposal evaluators you understand project complexities. In Part 1 of this blog post, I discussed six common pitfalls to demonstrating understanding and how to avoid them. An insightful risk approach identifies risks to successful project performance from the customer’s perspective, which requires that you know the customer. However, it also requires that you have experience. Based on your experience, you can describe risks you’ve encountered and how you mitigated them successfully. Here are five common pitfalls and five tips to a great risk mitigation approach that demonstrates your understanding of the customer and the contract. Pitfall #1: Your risks don’t matter Often bidders cut and paste risks from proposals for similar contracts. They give little thought to what really matters to this customer in terms of risks to successful schedule, budget, and quality performance. Tip #1: Identify risks … Continue reading Do you understand how to show you understand? (Part 2 of 2)

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