Introduction to Strengths-Based Winning in Federal Contracting | Pre-conference workshop at Deltek Insight 2018 (PCW14)

Date: November 5, 2018
Time: 9:00 am – 12:00 pm
Location: Deltek Insights 2018 Conference, Gaylord Texan Resort and Convention Center, Dallas, TX

PCW14 – Introduction to Strengths-Based Winning in Federal Contracting

Course Level: Intermediate

Most of what professionals know about developing proposals is pure folklore. This class pulls back the curtain to reveal how the government actually evaluates proposals and what constitutes a strength to government evaluators. In this paradigm-shifting class, attendees will cast aside folklore and learn how to develop proposals that make it easy for the government to award you the contract. Attendees learn how to perform strength-based capture, strength-based solutioning, and strength-focused proposal reviews as well as write proposal text that highlights those strengths. After completing this course you will be able to:

  • Understand what constitutes a Strength from the Federal Government evaluator perspective
  • Solution Strengths as well as identify weaknesses, deficiencies, and risks of your offer that require mitigation
  • Vet Strengths with your customers
  • Articulate Strengths in your proposal writing
  • Review proposals from the evaluator perspective (Strengths, weaknesses, deficiencies, and risks)
  • Incorporate lessons learned for continuous improvement.

Instructor: Lisa Pafe

Lisa Pafe teaches our Proposal Review class, Proposal Writing class, GWAC/IDIQ class, and APMP Foundation Certification class. She brings 25 years’ experience in management consulting, marketing, business development, project management, and proposal management. Her experience also encompasses project management, business process improvement, and organizational change management. She is a Project Management Institute (PMI) certified Project Management Professional (PMP) and an APMP Fellow with Professional-level certification (CPP APMP). She is a trained Internal Auditor for ISO 9001:2008. She holds a Masters of Information Systems from The George Washington University School of Business and a Masters of Public Policy from Harvard University. Lisa has managed hundreds of winning government proposals and brings extensive experience in all aspects of business capture and proposal operations.

Lisa was the 2016/2017 APMP National Capital Area (NCA) Chapter President and previously served as Vice President and Chair of NCA’s Speaker Series Planning Committee.

Registration: You may sign up for this Pre-Conference Workshop (PCW) during conference registration. If you would like to add the class to your agenda after registering, please contact

Visit the Deltek Insight 2018 conference website at for more information and to register for this class.

Registration fees: Pre-conference workshops are not included in the Deltek Insight 2018 conference registration and are an additional fee of $495.