Insights Blog

Top 10 Reasons to Vote Your Color Team Reviewers Off the Island

We all know that proposal color teams reviews are valuable. When done correctly, color team reviews are the most cost-effective way to improve a proposal. These color teams provide an independent, comprehensive review of how the proposal strategy, solution, compliance, responsiveness, and value have been addressed in the document. In an ideal situation, proposal writers get collaborative, constructive guidance to improve the proposal. A solid independent review shows us where we’ve gotten too close to our topic to make good cuts and adjustments. We all recognize, however, that some reviewers don’t really seem to understand how to provide the clear, constructive guidance we all need and appreciate. Those are the reviewers you just want to eradicate at the end of a long review session. Here are my top 10 reasons to “vote a reviewer off the island” (and what we really wanted from them): 10. Reviewers think they’re graphic artists … Continue reading Top 10 Reasons to Vote Your Color Team Reviewers Off the Island

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Top 5 reasons to gather info about business opportunities – and what to gather

There are multiple reasons to gather information about an opportunity. 1. We need to confirm the four opportunity elements listed in our previous blog post, 4 Major Elements of Qualified Business Opportunities. 2. We have to ensure that no organizational conflict of interest (OCI) situation exists that will affect our business—such as our already holding a contract that specifically precludes our bidding on the identified opportunity. 3. We need to work internally and with any teammates to determine ways to influence or shape the procurement—ethically, of course—and to gather details continually to support our ongoing Bid/No Bid assessments. 4. We need to determine the who, what, where, when, why, and how to qualify an opportunity. We want to: Identify our strengths and potential gaps related to the opportunity Gather necessary information to tell our story before RFP release Scope the size of the opportunity and identify resources for success Determine … Continue reading Top 5 reasons to gather info about business opportunities – and what to gather

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4 Major Elements of Qualified Business Opportunities

It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so. –Mark Twain Determining if there is actually a business opportunity for our company is the first step in business development (BD). The government competes thousands of procurements each day, and not all of them are suitable for our company to bid. Picking those that are a good fit—and turning down those that are not—is one of the most important decisions we can make in winning government contracts. We can use multiple approaches to identify potential opportunities. Key parameters such as historic buying patterns, projected industry trends and demands, and revenue and market share can help shape our understanding of future opportunities. We can use personal relationships (current and former clients, retired agency personnel); hire marketing consultants; use agency forecasts or research services (e.g., Deltek); and conduct primary research (agency … Continue reading 4 Major Elements of Qualified Business Opportunities

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Top 10 Favorite Business/Proposal Development-related Books

In our first Insights blog posting, I shared my favorite business/proposal development/design books with you. I hope you’ve had a chance to look at them and hopefully find a few you want to add to your own library. I also surveyed our Lohfeld Consulting Group team for their favorite capture management, proposal development, and design-related books, and here they are. For your ease in adding these to your reading list, I’ve hyperlinked each book to Amazon.com so you can easily find additional details and reviews from other readers. I’ve also noted whether the book is available as hardcopy or Kindle format (for my fellow iPad aficionados!). Please share your favorites with me by commenting below or sending an email to BWingate@LohfeldConsulting.com. I’ll add your recommendations to our running list of favorite capture, proposal, and design books and update the list in future posts. Hope Is Not A Winning Strategy. . . … Continue reading Top 10 Favorite Business/Proposal Development-related Books

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