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“More companies are fighting for smaller pieces of business out here in the market, but those companies that invest and work hard to build and optimize their processes will do better in competition,” said Robert Lohfeld, CEO and founder of Lohfeld Consulting, a proposal services consulting firm, and a columnist for Washington Technology. “It’s a lengthy journey to creating and optimizing them, but once established, these processes become the economic engine the drives the company. They can really raise your win probability up to where you’re capturing between 60% and 80% of the deals you pursue.”

With all the talk about budget cuts, we see some companies overreacting and altering their bidding strategies. Budget reduction numbers out of Congress indicate that 2011 spending will decline by $38 billion.

Listen as host Mark Amtower interviews Nick Wakeman, editor-in-chief of Washington Technology and Bob Lohfeld, CEO of Lohfeld Consulting Group on a wide range of issues, including Deltek’s purchase of Washington Management Group and Federal Sources.

Now is the time to invest in new business acquisition, not scale back. Companies making investments in people, processes and technology will raise their level of competitiveness and, in the face of a tightening market, will win their share of new business.

On April 15, APMP Executive Director Rick Harris announced that Lohfeld Consulting Group is now one of APMP’s Approved Training Organizations (ATOs), allowing us to provide APMP training workshops and administer the APMP-Foundation™ Level accreditation exams.

The bid/no-bid decision is the most important decision you can make in the bidding process.

Beth Wingate provides tips for running effective color team reviews – and tells “what” to review to ensure a compliant, compelling proposal.

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Understanding the effect capture and proposal processes have on overall operations is the key to an effective process implementation such that the end goal – business growth – is a natural consequence of the planning and activities.

Bob Lohfeld shares his insights and suggestions for improving processes within the opportunity identification and assessment, pursuit, pre-proposal preparation, proposal development, and post-submittal phases.

Let it be resolved that this will be the year in which we raise our new business win rate, write better proposals that cost us less to create, and leave the practice of working to exhaustion on late-night proposals as our final fond memory from the year now past.