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Proposal development in an increasingly automated world | APMP SPAC 2018 Presentation

March 22, 2018 | Cobb Energy Performance Arts Center (CEPAC), Atlanta

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.

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Are your proposal reviews derailing the win? APMP SPAC 2018 Presentation | Lisa Pafe

March 22, 2018 | Cobb Energy Performance Arts Center (CEPAC), Atlanta

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

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A 2017 Recap – Part 1 | Amtower Off-Center

Host Mark Amtower interviews industry experts Bob Lohfeld, Nick Wakeman, and Jason Miller

Click here to list to the interview. On January 8, 2018, Amtower Off Center, host Mark Amtower wrapped up 2017 with Lohfeld Consulting Group Founder and CEO Bob Lohfeld, Federal News Radio’s Executive Editor Jason Miller, and Washington Technology Editor-In-Chief Nick Wakeman. This is part one of a two-part interview. Topics include: The continuing importance of GWACs, with a focus on Alliant 2 Category management, phase two with OMB pushing “Best in class” contracts Operating on yet another CR M&A highlights An early obituary for LPTA? 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 … Continue reading A 2017 Recap – Part 1 | Amtower Off-Center

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Are your proposal review teams derailing the win?

Here’s how to get your proposal reviews back on track

It’s Thursday. Time for another proposal color team review. The Proposal Manager is faced with one of these all-too-familiar scenarios. Scenario 1: Reviewers call the baby ugly The color team reviewers conclude that the proposal stinks. They don’t really know why, but they don’t like it. They offer recommendations, some of which are actionable, some of which are compliant, but none of which improve the proposal quality. Some of the reviewers never read the RFP thoroughly, so their comments must be taken with a grain of salt. Scenario 2: Reviewers suggest improving the win themes The review team couldn’t find any win themes. They recommend that the proposal team goes back to the drawing board and come up with features, benefits and proofs. However, since the capture team never briefed reviewers on Voice of the Customer, they provide no counsel on which of these win themes would resonate with reviewers. … Continue reading Are your proposal review teams derailing the win?

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