Category Results for Tools & Tips

Talking to the other side: proposal managers and contracting officers

Government Contract Management Symposium | Dec. 4, 2017

Dec. 4, 2017, 1:30 pm–2:45 pm Wendy Frieman, Vice President, The Lewin Group Lisa Pafe, Vice President, Lohfeld Consulting Group This panel discussion between contracting officers and proposal managers will explore the ways in which the two communities approach the acquisition process from different perspectives, and often, in the process, miscommunicate and create misconceptions. The discussion among seasoned professionals will be organized around topics that are of most concern to each side, with the goal of surfacing underlying causes as well as possible remedies. ACTIVITY: This is a moderated panel discussion with specific questions posed to the audience, followed by questions from the audience. The value of the session will be enhanced by participation from the audience. Click to learn more about GCMS 2017

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APMP Canada – Maple Leaf Chapter webinar – Part 2: Ten ways to retain your incumbency

Tuesday, February 20, 2018     12:00 pm-1:00 pm Eastern Registration link: https://attendee.gotowebinar.com/register/6876710044619705603 Best informed wins. Traditional wisdom tells us that, therefore, the incumbent should win unless they are performing poorly. Yet, despite being seemingly best informed, in recent years incumbents have had approximately the same win rate on rebids as non-incumbents. This two-part webinar will examine how to win from two perspectives. In Part 1, we will focus on proven capture and proposal strategies that challengers can use to defeat incumbent contractors. In Part 2, we will examine how incumbents can best defend their position and retain rebid work beginning on day one of contract award with effective capture and proposal approaches. Come ready with your questions and learn how to best navigate the changing marketplace. MEET YOUR PRESENTER: Lisa Pafe, Vice President at Lohfeld Consulting Group, CPP APMP Fellow and PMP, has 25+ years’ capture and proposal experience. She is … Continue reading APMP Canada – Maple Leaf Chapter webinar – Part 2: Ten ways to retain your incumbency

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APMP Canada – Maple Leaf Chapter webinar – Part 1: Ten ways to unseat the incumbent

Tuesday, November 21, 2017        12:00pm-1:00pm Eastern Registration link: https://attendee.gotowebinar.com/register/1307231750653933570 Best informed wins. Traditional wisdom tells us that, therefore, the incumbent should win unless they are performing poorly. Yet, despite being seemingly best informed, in recent years incumbents have had approximately the same win rate on rebids as non-incumbents. This two-part webinar will examine how to win from two perspectives. In Part 1, we will focus on proven capture and proposal strategies that challengers can use to defeat incumbent contractors. In Part 2, we will examine how incumbents can best defend their position and retain rebid work beginning on day one of contract award with effective capture and proposal approaches. Come ready with your questions and learn how to best navigate the changing marketplace. MEET YOUR PRESENTER: Lisa Pafe, Vice President at Lohfeld Consulting Group, CPP APMP Fellow and PMP, has 25+ years’ capture and proposal experience. She is President of … Continue reading APMP Canada – Maple Leaf Chapter webinar – Part 1: Ten ways to unseat the incumbent

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Presentation available – Proposal writing and the eight-second attention span

APMP Maple Leaf Chapter Webinar Replay

In this updated presentation, Lisa Pafe reprises her highly rated SPAC 2017 presentation and shares how to modernize your proposal writing (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 webinar discusses 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. Click to download the slides! Click to watch the on-demand webinar! Your Speaker: Lisa Pafe, Vice President (VP) at Lohfeld Consulting Group, CPP APMP Fellow and PMP, has 25+ years’ capture and proposal experience. She is President … Continue reading Presentation available – Proposal writing and the eight-second attention span

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