Insights Blog

11 Ways to mitigate final proposal document review risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Final Proposal Document Review Risks and recommended Mitigation Strategies: No final document review. The company misses one of the most effective and inexpensive mechanisms for improving the proposal. Schedule a final document review as soon as possible. Document review is held too late in the proposal life cycle. Hold the final document review approximately two-thirds through the proposal life cycle. Reviewers are unprepared. Work with the reviewers in advance to verify they understand their roles, responsibilities, and time commitment. Help the reviewers by holding training or producing a brief training document. Eliminate any reviewer who from the review team who is unprepared or unable to provide an objective review. Review is unorganized or does not produce feedback that benefits writers. Hold one review team member … Continue reading 11 Ways to mitigate final proposal document review risks

Continue reading...

6 Rules for proposal graphics

Review and incorporate the following guidelines and suggestions into your graphics development process. Start with a complete detailed graphic (hand-sketched or computer-generated) and then begin to remove as much detail as you can without destroying the real message. This reduces the graphic to its simplest form. The extra detail can be placed in an appendix to the proposal, if appropriate. Don’t try to generate finished artwork at the first pass. You might have several ideas for graphics that support the thesis sentence, but will eventually select the most appropriate one, or combination, as you develop the text. Be creative. The time to experiment is before the graphic artist renders the graphic in electronic format. Focus on the what, how, and why of the graphic to avoid producing meaningless graphics. Don’t deviate from the message expressed in the text. Role play and look at the graphic from the evaluators’ viewpoint. Will … Continue reading 6 Rules for proposal graphics

Continue reading...

7 Ways to mitigate proposal business case review risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Proposal Business Case Review Risks and recommended Mitigation Strategies: Business case in not consistent with the technical and management solution. Immediately correct the inconsistencies in both proposals. Assumptions are not documented. Define all known assumptions that could impact the price or operational delivery. Company is unable to meet the terms and conditions specified by the client. Document what terms and conditions you are unable to meet and why, if the customer is open, renegotiate the terms and conditions before submitting the proposal. If you are unable to meet the terms and conditions consider not bidding. Business case is too high risk for the company to support. Consider pulling the bid. Resulting profit margin is too high or low. Fix the profit margin so your bid … Continue reading 7 Ways to mitigate proposal business case review risks

Continue reading...

Proposal graphics must appeal to 3 types of client evaluations

Graphics of all types should be used profusely throughout your proposal – but for every graphic, always ask why is this illustration being used? If the graphic does not add value, either change the graphic so it conveys information effectively or remove it. Charts and graphs should convey a message and/or tell a story. Graphics must appeal to three types of client evaluations: 5-second glimpse and grasp 60-second understanding Detailed scrutiny (for complex items) To score maximum points from graphics, develop graphics in parallel with proposal drafts – this will ensure graphics are reviewed carefully at all stages of proposal review and will save time during final proposal preparation. Continuously review graphics for message, continuity, and relevance. By the Lohfeld Consulting Group Team  

Continue reading...