Finding the Right Consultant: A Guide for Bid and Capture Managers
Having the right consultant on your team can be a game-changer. Consultants bring specialized expertise, fresh perspectives, and a wealth of experience that can elevate your proposals and increase win rates.
But how do you ensure you’re choosing the right consultant for your needs? Here are some critical factors based on Lohfeld Consulting’s 20 years of providing customers with consultants who consistently meet and exceed their requests for support.
Expertise Aligned with Your Requirements
The ideal consultant should deeply understand your industry and your specific challenges. Look for someone with a proven track record in bid and capture management, ideally within your sector. Their expertise should complement your team’s strengths and fill in any gaps.
Proven Track Record of Success
A consultant’s past performance strongly indicates their potential impact on your projects. Seek evidence of their success in similar roles or projects. Testimonials and references can provide insight into their effectiveness and how they’ve contributed to past clients’ wins.
Adaptability and Flexibility
A great consultant should be able to adjust their approach to suit different project needs and work styles. Their ability to pivot in response to new information or changing client requirements is crucial given a proposal’s short deadlines.
Strong Communication and Team-building Skills
Effective communication is the backbone of a successful bid and proposal team. Your consultant should be able to articulate ideas clearly, listen actively, and facilitate effective collaboration among team members. They should also be adept at crafting persuasive proposals that resonate with clients.
The consultant should mesh well with your team’s culture and values. A consultant who aligns well with your organization’s ethos can seamlessly integrate into your team, fostering a productive and harmonious working environment.
A consultant should add value to your capture and proposal operations by bringing value-added process suggestions, knowledge of tools, or knowledge of new technologies like Generative Artificial Intelligence (Gen AI).
Selecting the right consultant is a strategic decision that can significantly impact your organization’s bid and capture management success. By focusing on these six areas, you can identify a consultant who brings the necessary skills and experience, fits well with your team, and enhances your proposal efforts.
Remember, the right consultant is not just an external expert; they become a pivotal part of your team, driving you towards greater success in the competitive world of bids and proposals.
By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow
Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $170B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at www.lohfeldconsulting.com and join us on LinkedIn, Facebook, and Twitter.
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by Bob Lohfeld
contributors Edited by Beth Wingate
Did you know that contracting officers spend up to 20% of their time mitigating disputes between teaming partners? In an informal poll we conducted on LinkedIn last month, 40% of respondents classified their teaming partners as “frenemies” on their last bid.
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