Insights Blog

10 Ways to mitigate proposal solution development 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 Solution Development Risks and recommended Mitigation Strategies: Does your solution meet the customer’s requirements for usability and navigation? Confirm that your company understands the user’s requirements for usability, navigation, and responsiveness. Test the solution to verify it meets the customer’s requirements and adds value to operations. Does your solution incorporate the customer’s required business logic? Test the solution to confirm it contains the business logic or rules needed to validate the customer’s data and system integrity. If needed, redesign the solution to fit the customer’s requirements. Explain how your solution will accomplish the customer’s requirements at best value and build advocacy. Does your solution provide a scalable, flexible, and available architecture for meeting the customer’s requirements? Gain an understanding of the customer’s current architecture and … Continue reading 10 Ways to mitigate proposal solution development risks

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6 Early-stage proposal products to identify and develop

More adventures start with a lack of planning. –Capt. Dick Shakeshaft, Keynote Speaker, APMP Nor’easters 2011 Fall Symposium Keeping a proposal team on a winning track means getting an early start on the proposal. Arguably, the most important activity during the Pre-proposal Preparation Phase is preparing proposal products early. While each RFP contains unique questions that are difficult to anticipate, we can get a head start on many standard proposal sections during this phase. Identify proposal products typically included in similar or related bids for this client, and begin developing these sections before RFP release. Typically, these products include: Resumes Past performance summaries Graphics Plans (quality, safety, program management, transition, small business, etc.) Executive summary Orals presentation This allows you to spend post-RFP release response time revising, reviewing, and polishing content versus writing it from scratch. Early writing has many benefits. Writers begin writing to outlined content while the outline … Continue reading 6 Early-stage proposal products to identify and develop

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7 Reasons to meet the client before RFP release

Best informed wins

The better you understand a new business opportunity, the more likely you are to make an informed decision about whether you should bid. Similarly, the better the government understands your firm’s capabilities, the more likely they are to want your company to compete. Meeting the client is an essential first step in this process. You must conduct face-to-face information-gathering meetings with clients to increase your knowledge about the opportunity and to begin positioning your firm as a leading competitor for the procurement. While market research provides a running start at understanding the opportunity, the clients are the ones closest to the opportunity and can provide information that outsiders cannot. By holding true conversations with a client as soon as possible in the opportunity identification and qualification stages – versus holding thinly veiled marketing meetings – you can gather information that helps you to understand the client’s requirements and objectives,  tailor … Continue reading 7 Reasons to meet the client before RFP release

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Back to basics – spring cleaning

As I sit here working on this blog post, I have my office window open to enjoy the 70-degree What a treat! Where did winter go? I need to get outside for a walk – this time for sure! day. Hyacinths, daffodils – and dandelions – are in full bloom, Easter candy taunts me from its hiding place, and visions of spring cleaning dance in my head. Now spring cleaning to me means a couple of things (besides my dreaded house-related projects!): Office projects—sorting the pile of papers that’s accumulated in my office (though, thanks to my iPad and my practice of organizing to read later docs and filing them in DropBox, it’s not nearly as high as it used to be!) along with organizing the I’ll put it away later Xerox box of full of stuff. Personal growth projects—assessing my current career path, thinking about the projects and proposals … Continue reading Back to basics – spring cleaning

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