Insights Blog

Give the evaluators what they want…and nothing more

Unwanted content wastes space, time and money

Federal Government contractors write proposals in response to solicitations. Even the most novice proposal professional understands that proposals must be compliant with the requirements as expressed in the instructions, evaluation factors, and Statement of Work (SOW) or Performance Work Statement (PWS). The Federal Acquisition Regulation dictates that government evaluators use a scoresheet based on the evaluation factors and their order of importance to identify Strengths, Weaknesses, Deficiencies (often related to compliance issues), and Risks to justify a final score or rating. Content not identified in a corresponding evaluation factor or subfactor cannot be scored. Efficient government proposal evaluators search for content tied to their assigned factor(s). As they search, skim, and scan the proposal for relevant narrative to read, they often encounter roadblocks. Putting aside those related to non-compliance, the most common roadblock is irrelevant content. Irrelevant content may appear in many forms. The common element of irrelevant content is … Continue reading Give the evaluators what they want…and nothing more

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[PODCAST REPLAY] Project 38: How the presidential transition impacts your BD, capture activities

Washington Technology and Project 38, Editor Nick Wakeman speaks with proposal and capture management expert Bob Lohfeld

Originally aired on November 23, 2020. CLICK HERE to listen to the interview. Even in normal election year, the transition from one administration to the next create uncertainty in the market. In this episode of Project 38, Editor Nick Wakeman speaks with business development and capture management expert Bob Lohfeld, CEO, Lohfeld Consulting Group, on what companies should be doing to successfully move through these next few months. His biggest piece of advice is to realize many IT priorities will not change. Some flavors might be adjusted, but agencies will still rely heavily on contractors. That doesn’t mean standing still however. As Lohfeld explains, you still have work to do and that means taking care of your customers like never before.   Project 38, is a Washington Technology podcast series that explores what is driving change in the federal market and how contractors need to prepare for what the market … Continue reading [PODCAST REPLAY] Project 38: How the presidential transition impacts your BD, capture activities

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A Recipe for Best Value at the Lowest Price

Understand what is valuable to your customer

If you want to win a contract, be it TVs, toasters, or teacups, you need to understand what is valuable to your customer. Answer these questions to understand what your customer values: What pains, dependencies, or risks does the customer want to avoid? What functionality does the customer require? How can I exceed the customer’s expectations? For example, if the customer wants to build a service desk for widget technical support, understand any relevant pains, dependencies, or risks. The customer might have to divert its R&D staff from more important work to respond to requests for technical assistance. Or the customer might have a hard time trying to solve problems right the first time, which drives up costs and drives down customer satisfaction. Next, understand all the functionality the customer requires such as call, email, and chat functionality and 8/5 coverage. In addition, exceed your customer’s expectations by offering tangible … Continue reading A Recipe for Best Value at the Lowest Price

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[Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

Click to watch webinar replay and download presentation 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 watch this webinar replay. Click to watch webinar replay and download presentation Presenter: Lisa Pafe, Vice President, Lohfeld Consulting Group Lisa Pafe, CPP APMP Fellow and PMP, is Vice President of Lohfeld Consulting Group, a premier business development, capture, and proposal consulting firm that helps companies win … Continue reading [Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

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