Insights Blog

5 tips for improving your business pipeline and bottom line

Highly profitable businesses are agile. They devote time to researching new bids and pruning their pipeline to maximize their win rate. Their bid staff keep a challenging workload, yet they have enough time to focus on each bid. Does this sound like a wishful thinking? It doesn’t have to be. Here are five tips that can help re-energize your businesses pipeline and increase your win rate. 1. Devote time to creating a realistic 3-year pipeline Create a realistic 3-year pipeline as a baseline. Expedite your search for potential bids by investing in commercial databases, go-to-market services, and competitive analyses. Weight the pipeline with conservative bids. Allocate a smaller part of the pipeline to more aggressive bids that either need heavy bid and proposal (B&P) investment, minimize your profit potential, or focus on new customers or new lines of business. 2. Implement a status dashboard and an integrated master schedule (IMS) … Continue reading 5 tips for improving your business pipeline and bottom line

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Are personalities ruling your color team reviews?

There are anywhere from four to 16 different personality types depending on your Google search results. In the context of proposal color team reviews, proposal managers and review team leads have probably encountered quite a medley of non-constructive participants who seem to do everything in their power to impede progress. Adding to this problem is the increase in virtual review meetings. When reviewers are not physically present, they often exhibit different (ruder) personality types than they would in person. Here are six personality types that I’ve witnessed and six tips for how to deal with them. 1. The Dominator This reviewer takes over the meeting; straying off the planned agenda and timeline; voicing their opinions and recommendations first, foremost, loudest; and often interrupting others. They may even stray off topic, going off on tangents that serve no purpose. If the Dominator is the proposal manager’s direct or indirect boss, it … Continue reading Are personalities ruling your color team reviews?

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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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