Date: March 22, 2018 at 11:20 am Location: Cobb Energy Performance Arts Center (CEPAC), Atlanta This interactive panel will explore automation as it relates to proposal management across fields, from the point of view of multiple generations and proposal disciplines. Panelists come from different perspectives, functions, and industries to appeal to a wide audience and address challenges from across the profession. With the large body of work available within large companies, or open source sets, a good machine-learning algorithm could consume, learn, and write proposal language. As computers get better to the extent that they can actually accomplish tasks satisfactorily, what roles do we carve for ourselves as proposal professionals? Click to learn more Panelists: Steve Skeldon, Beth Wingate, Gillian Dionne, and William Rogers with Kevin Switaj as moderator.
Date/time: March 22, 2018 at 2:40 pm Location: Cobb Energy Performance Arts Center (CEPAC), Atlanta Proposal best practices dictate that we hold color team reviews — Blue, Pink, Red, and Gold — practically the entire rainbow. Yet, often our proposal reviews prevent us from successfully reaching the finish line for three primary reasons. First, typical review teams are bloated with unprepared, un-briefed, unqualified, and/or uninterested reviewers. Second, our proposal reviews place incorrect focus on the likes and dislikes of the reviewers rather than on how customer proposal evaluators will score and rank proposals. Third, we rarely give reviewers enough time to perform their assignments effectively. This presentation will present and solve these problems, with ample audience polling and discussion. Click to learn more Lisa Pafe, Vice President at Lohfeld Consulting Group, CPP APMP Fellow and PMP, has 25+ years’ capture and proposal experience. She served as President of the APMP-National Capital … Continue reading Are your proposal reviews derailing the win? APMP SPAC 2018 Presentation | Lisa Pafe
How to do more with less is an age-old question. The simple answer is that we must increase productivity to achieve maximum results for time and effort expended. In the proposal world, productivity means more than generating more bid activity; it means generating more wins within resource constraints. Typically, as companies in the government marketplace grow, they spend a greater percentage of money on bid and proposal (B&P) costs. This indicator makes sense, as larger companies pursue larger and more complex opportunities. Pre-RFP, the cost of maintaining an adequate pipeline, training personnel, maintaining teaming partners, researching competitors, investing in tools, pursuing capture and solutioning activities, and maintaining databases and repositories all mount. These investments may or may not pay off with wins, so they are good places to seek cost savings. Often, companies keep pouring money into capture activities and tools without also undertaking adequate gate reviews and making informed … Continue reading Doing more with less is all about strengths
Click to watch this free APMP-NCA Chapter/Lohfeld Consulting webinar Click to download the presentation Why you should attend: 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 webinar 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. Meet your presenter: Lisa Pafe, Vice President (VP) at Lohfeld Consulting Group, CPP APMP Fellow and PMP, has 25+ years’ capture and proposal experience. She is President of the APMP-National Capital Area (NCA) Chapter, and was VP and Speaker Series Chair for 2 years each. She … Continue reading Recording available | Proposal writing and the eight-second attention span