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
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)
Amtower Off Center host Mark Amtower interviews proposal expert Bob Lohfeld on Bob’s new book: 10 Steps to Creating High-Scoring Proposals. Click to listen to Mark’s interview. Topics include: What is a high scoring proposal? What are the “strengths” a proposal should highlight? How are source selections made? What are the principles behind high-scoring proposals? What steps can companies take to get higher score? Hosted by nationally-known speaker and consultant Mark Amtower, Amtower Off-Center highlights the good, the bad, the ugly and the just plain silly of doing business in the government market. Every week experts join Mark for a lively discussion of current issues facing the government contractor community. Bob Lohfeld, CF APMP Fellow, serves as Chairman of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and winning proposals development. … Continue reading 10 steps to high scoring proposals | Amtower Off-Center
We hope you found this year’s conference informative and enjoyed the many educational and networking sessions. Congratulations to everyone who achieved APMP Certification at the conference! To continue your learning experience throughout the year, sign up for our Capture and Proposal Tips eBrief. It’s full of valuable information that will help you win more business—and best of all—it’s free to BD, Capture, and Proposal Professionals and to all APMP members. …And be sure to check out our new 10 steps to creating high-scoring proposals book (it’s an easy read and shares the real-world strategies we use to raise our clients’ proposal evaluation scores). Congratulations to everyone on another great conference! We can’t wait to see you next year in San Diego! Download our team’s conference presentations and handouts: Proposal manager: from good to great! (Download presentation) Lisa Pafe, CPP APMP Fellow; Liz Skarlatos Re-writing bad writing (Download presentation) Brenda Crist, … Continue reading Thanks for joining us at APMP Bid & Proposal Con 2017!