Insights Blog

Thanks for joining us at APMP Bid & Proposal Con 2017!

Check out our presentations and handouts!

We hope you found this year’s conference informative and enjoyed the many educational and networking sessions. Congratulations to everyone who achieved APMP Certification at the conference! To continue your learning experience throughout the year, sign up for our Capture and Proposal Tips eBrief. It’s full of valuable information that will help you win more business—and best of all—it’s free to BD, Capture, and Proposal Professionals and to all APMP members. …And be sure to check out our new 10 steps to creating high-scoring proposals book (it’s an easy read and shares the real-world strategies we use to raise our clients’ proposal evaluation scores). Congratulations to everyone on another great conference! We can’t wait to see you next year in San Diego! Download our team’s conference presentations and handouts: Proposal manager: from good to great! (Download presentation) Lisa Pafe, CPP APMP Fellow; Liz Skarlatos Re-writing bad writing (Download presentation) Brenda Crist, … Continue reading Thanks for joining us at APMP Bid & Proposal Con 2017!

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Section 809 Panel—what’s it all about?

Exciting, yet highly challenging things are happening in defense acquisition. Established by the 2016 National Defense Authorization Act (NDAA), the objective of the Section 809 Panel is to streamline and improve the efficiency and effectiveness of the defense acquisition process and to help our military maintain a technological advantage. The Section 809 Panel is supported by Defense Acquisition University (DAU) and National Defense University (NDU), and comprises 18 recognized experts in acquisition and procurement policy. Led by Panel Chair Deidre Lee, former Administrator for the Office of Federal Procurement Policy (OFPP), the committee includes current and former DoD acquisition personnel; industry leaders who bring perspectives from GSA, the Procurement Round Table, National Contract Management Association (NCMA), and small and large defense contactors; and experts in legal, policy, strategic, financial, and other aspects of procurement. The panel’s charter is to: Review DoD acquisition regulations with a view toward streamlining and improving … Continue reading Section 809 Panel—what’s it all about?

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Do you understand how to show you understand? (Part 1 of 2)

RFPs regularly ask bidders to demonstrate understanding. The understanding section(s) is challenging to write. Your understanding sets the stage for the solution you propose and its substantiated benefits. A mediocre understanding reduces customer confidence in your ability to perform the work. Here are six common pitfalls and how to avoid them. Pitfall #1: Weak words We understand. We recognize. We believe. These are common ways bidders try to demonstrate understanding. But using these crutch words does nothing to build customer confidence. In fact, these common phrases weaken your understanding section. Look at the example below. The ABC Team understands the complexities and challenges associated with the contract. This sentence says nothing. The proposal would be much more convincing if the bidder described the referenced complexities and challenges based on customer knowledge, industry research, lessons learned, and the like. An insightful description of the as-is environment sets the stage to present … Continue reading Do you understand how to show you understand? (Part 1 of 2)

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Join our team at the 2017 APMP Bid & Proposal Con in New Orleans!

June 12-15, 2017 | Welcome reception | Presentations | Exhibit

APMP Bid & Proposal Con New Orleans Welcome Reception Mon., June 12, 2017 | 7:00 – 9:00 p.m. Kick off your conference experience on Monday, June 12 from 7:00–9:00 p.m. at the Welcome Reception sponsored by Lohfeld Consulting Group. Visit with old friends, meet new colleagues, and network the night away! Be sure to stop by our booth to check out our latest book—10 Steps to creating high-scoring proposals—and enter to win our Kindle Voyage grand prize (AppMaven’s ereader of choice)! Here’s to a great conference! We can’t wait to see you in New Orleans! Add our team’s presentations to your “must see” schedule! Proposal Manager: From Good to Great! Tues., June 13, 2017 | 10:00 – 11:30 a.m. | Lisa Pafe, CPP APMP Fellow; Liz Skarlatos We all know what a Proposal Manager is supposed to do—or do we? The role of Proposal Manager varies widely from company to … Continue reading Join our team at the 2017 APMP Bid & Proposal Con in New Orleans!

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