Category Results for Advice

[Webinar Replay] Planning and delivering winning orals presentations (Part 2)

Sponsored by the APMP Chesapeake Chapter | Lohfeld Consulting Business Winning Webinar

In today’s COVID world, you need to be ready to deliver either in-person orals—or virtual orals. Part 1 of our 2-part series on Planning and delivering winning orals presentations covers Orals Planning (click to watch part 1). Part 2 of our 2-part series covers Orals Delivery (click to register and watch part 2).  Top takeaways from Planning and delivering winning orals presentations  Learn how to manage orals timing and prepare with practice sessions. Explore orals presentation techniques and styles. Review orals logistics and production. Examine considerations for international orals. Get hints for handling demonstrations, audience interaction, and Q&A sessions. Discuss what to do “on the day”. Finally, determine what to do “after the orals”. This webinar replay addresses all varieties of orals, including U.S. Federal Government, State & Local Government, commercial, and international proposals.  Who should watch this webinar replay This webinar replay is ideal for proposal professionals who need a … Continue reading [Webinar Replay] Planning and delivering winning orals presentations (Part 2)

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Pop Quiz – How Likely are You to Win Your Recompete?

A list of reasons why companies win recompetes

Pop Quiz – How Likely are You to Win Your Recompete? Table 1 contains a list of reasons why companies win recompetes. Take the quiz to determine how likely you are to win. Give yourself one point for every question you answer yes. Analyze your score and then click on the following links to learn more about winning recompetes. Table 1: Recompete Pop Quiz   If you scored 35 – 40: Congratulations, you have excellent chance of winning. If you scored 25 – 34: Identify those areas, you must tweak and improve your road to success. If you scored 15 – 24; Recalibrate your win strategy and plan to win. If you scored 5- 14; I hope you are not too late, build your win strategy and plan from scratch. If you score 0-4; Maybe you can get on a competitor’s team, you are unlikely to win. For additional information … Continue reading Pop Quiz – How Likely are You to Win Your Recompete?

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The New Realities of Business Development

Our new reality requires fresh approaches to the way we plan to win business

Traditionally, companies expect business developers to maintain strong relationships with customers, use those relationships to forge the basis for winning proposals, and over the course of multiple proposals meet the company’s annual growth targets. To fill business jobs, companies look for candidates with 10-15 years of experience developing business for specific Government agencies, who also have market research and capture expertise. Business developers typically have little contact with technical teams on the project besides the project manager and a few technical leads. Unfortunately, many companies fire their business developers every two years if they do not meet business growth targets, The company then proceeds to hire another candidate with similar qualifications and use the same paradigm to develop business. What’s wrong with this picture? Now, let’s compound this picture with five ways the digital transformation and COVID have transformed business development with customers. Many customers work from home making it … Continue reading The New Realities of Business Development

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Increase Your Confidence Rating Score

Confidence ratings are another form of an adjectival rating

If your proposal is evaluated in accordance with Federal Acquisition Regulation (FAR) subparts 8.4, 15.3, 16.505, and Part 13, the Government can use a confidence rating to score all or part of a proposal. Confidence ratings are another form of an adjectival rating. However, only FAR Subpart 15.3 requires documentation of relative strengths, deficiencies, significant weaknesses, and risks. The Government uses a confidence rating for several reasons. First, it may mitigate controversies associated with a more detailed adjectival (red, yellow, green, blue) or numeric scores. Second, it enables the Government to score the proposal holistically rather for a certain part of the proposal like the technical, management, past performance, or transition plan. Third, it makes it easier for the Source Selection Authority to rationalize a decision for an award. The Government has the leeway to define adjectives applied to a confidence rating. The Government may use a high-level confidence rating … Continue reading Increase Your Confidence Rating Score

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