Insights Blog

Show me the money! (Part 1) What is Go-to-Market?

A Go-to-Market strategy series

Welcome! Over the next few weeks, we will be posting a series on the importance of Go-to-Market (GTM) Strategy—a significant tool for successful business development and sales efforts. So, let’s start at the beginning. What is Go-to-Market? While the term seems self-explanatory (no, it is not about a trip to the grocery store), developing and executing an actionable GTM strategy can elude even the most experienced professionals. And, regardless of where your company is in the spectrum of selling to the Federal Government, you need to seriously consider a solid, executable GTM strategy. A GTM strategy is an action plan for your organization, specifically developed using internal and external research that outlines how to reach customers and achieve competitive advantage. The purpose of the GTM strategy is to provide a roadmap for delivering your products and/or services to the end customer, understanding such factors as pricing and distribution. Even if … Continue reading Show me the money! (Part 1) What is Go-to-Market?

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Preparing Section 508-compliant proposal documents using MS Word

We recently supported several proposal efforts that required submitting Section 508-compliant documents. (Section 508 of the Rehabilitation Act of 1973 requires that U.S. Government information and data should be accessible to people with disabilities.) Here are 10 quick tips for creating Section 508-compliant documents using MS Word. Use MS Word styles to define headings and normal text. Use built-in MS Word formats to create columns, bullets, lists, tables, headers, footers, and footnotes. Provide tags for all images using the alt text feature to describe each image using words. Provide a description of a chart or graphic immediately after that chart or graphic. Provide text descriptions or equivalents for any graphics or flowcharts. If color is used to convey information, the text must also convey that information. Use colors that people who are color blind can distinguish; most color-blind people have trouble distinguishing green and red or blue and yellow. Embed … Continue reading Preparing Section 508-compliant proposal documents using MS Word

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Q&A Part 3 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline

Lohfeld Business Winning Webinars [webinar replay]

We received a lot of audience questions during our recent Top 20 bids for 2017 webinar. Here is part 3 of our Q&A. Question: With more and more work going to task orders that have less visibility, how can you find out more about what task orders to bid? Brenda Crist’s Answer: That’s a great question, and it’s really tough too because I use most all of the government research services and it’s sometimes hard to find out, although GovWin does provide some of the old RFPs. So, if you don’t have that service, go to the contracting officer and go through your old emails. You have to find that old RFP. Then you can start doing your traditional capture on it. That is definitely hard.   Question: Everyone is going after these high-profile bids. How can we make our proposals stand out? Lisa Pafe’s Answer: What we recommend to … Continue reading Q&A Part 3 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline

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4 tips for effective proposal writing in the digital age

A 2015 Microsoft study found that digital distractions have resulted in the average person having an 8-second attention span—less than a goldfish! A 2016 Harvard Business Review (HBR) article stated that bad writing is the biggest productivity buster. Yet, we still write proposals the old-fashioned way, as if proposal evaluators have unlimited time and focus. Modernize your proposals to win in the digital age by learning from digital marketers. Here are four tips to grab the evaluator’s (short) attention with winning content. Calls to action Calls to Action or CTAs tell the reader what to do next. An effective CTA puts the right message in front of the right people at the right time. We see these techniques every day online when we read call now, find out more, or visit a store today. Of course, every CTA must have an associated benefit, such as savings or access to a … Continue reading 4 tips for effective proposal writing in the digital age

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