Insights Blog

MULTI-PART SERIES: How proposals are scored – Up close and personal, Part 4

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this fourth installment, Doug and Jacob discuss how proposals are scored as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] Some of us have been writing proposals for years—decades in my case—and while I think we have gotten better at the process of writing a proposal, I think that we’re always trying to get smarter about how proposals are evaluated and scored, what makes us win or lose. We all hear the term, Best Value Tradeoff Evaluations. We hear it somehow correlates with a company’s strengths being important in a best value tradeoff. So, if that’s true, how do you present those strengths … Continue reading MULTI-PART SERIES: How proposals are scored – Up close and personal, Part 4

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MULTI-PART SERIES: The Goldilocks approach to sharing information and cold calling – Up close and personal, Part 3

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this third installment, Doug and Jacob discuss the “Goldilocks approach” to sharing information and cold calling as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] Jacob, when industry goes into one-on-one and small group meetings with the government, we would love to share our ideas, our innovations, and our thoughts about the way ahead. But there’s a bit of a fear there—how much should we share—because I believe there is the risk that some of the things that we share could end up being in a solicitation. That can work in both positive and negative ways, or at least the legend is that … Continue reading MULTI-PART SERIES: The Goldilocks approach to sharing information and cold calling – Up close and personal, Part 3

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Resumes for the Win

Resumes are the least appreciated proposal section.

Resumes are the least appreciated proposal section. Proposal Managers often delegate resume writing to inexperienced writers. Writers create resumes without understanding how to interview the proposed key or non-key personnel for winning content and without understanding the proposed solution. Proposal reviewers frequently spend little time on resume review. Yet, resumes may provide discriminating Strengths that result in the win. Exceeding Requirements In a best value trade-off bid, Federal Government evaluators use a scoresheet based on the evaluation factors to check the proposal for compliance and identify Strengths, Weaknesses, Deficiencies and Risks to justify a final score or rating. To rise to the level of a Strength, the feature (in this case, person) must offer proven benefits or results that exceed requirements and/or significantly reduce risk in a manner the customer values. Proposals frequently state that a person or group of proposed personnel meet or exceed requirements in terms of years … Continue reading Resumes for the Win

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Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Oct. 27, 2020 Lohfeld Business Winning Webinar

Date: Tuesday, October 27, 2020 Time: 12:00 pm U.S. Eastern Daylight Saving Time Register now for this free Lohfeld Business Winning Webinar! Your proposal is not a story…but stories make your proposal better! Learn why you should approach your proposal from multiple entry points, rather than writing and reviewing it like a novel. Understand how to take advantage of corporate and employee stories to reinforce your value proposition. You’ll gain insight into how evaluators score and rate your proposal, why stories improve your score, and how to create stories that substantiate the discriminating Strengths of your solution. Lisa Pafe will provide 10 proposal story tips that you can put to use immediately to craft winning proposal narratives.   Who should attend: Anyone involved in solutioning, writing, and reviewing proposals should attend this webinar. Click to attend this free webinar Once you’ve registered, you’ll receive an email message confirming your enrollment status and … Continue reading Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Oct. 27, 2020 Lohfeld Business Winning Webinar

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