Insights Blog

7 ways a technical volume lead can improve the business volume

Integration of the Technical Volume Lead and Business Volume Lead can improve the content of the Business Volume

Our industry tends to separate the work of Technical Volume Leads and Business Volume Leads. Clearly, businesses need to protect their rate structures, pricing, and salary information. However, there are many good reasons why the tight integration of the Technical Volume Lead and Business Volume Lead can improve the content of the Business Volume. The following table recommends several ways a Technical Volume Lead can help improve a Business Volume’s compliance, responsiveness, and content. By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Go-to-Market Strategy, Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 … Continue reading 7 ways a technical volume lead can improve the business volume

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How COVID has changed successful proposal writing

Federal government contractors must adjust best-practice techniques in our new normal.

This article was originally published February 3, 2021 on WashingtonTechnology.com The COVID-19 pandemic impacts our attention spans—both negatively and positively. In a world of digital distractions, our customers already suffer from a lack of focus due to multi-tasking, stress, information overload, and Fear of Missing Out (FOMO). Proposal content must speak to Source Selection Evaluation Board (SSEB) officials dealing with the disruptions caused by working at home and the resulting pandemic meeting fatigue. Targeted information More information is not necessarily better, but personalized, targeted information is. Federal government contractors must adjust best-practice techniques in our new normal. Verbalizing and writing succinct, high-quality information nuggets grabs and holds wandering minds and is central to perform effective capture and to write winning proposals. High quality begins with understanding the customer and tailoring content to their values, constraints, risks, and hot buttons. Yet, while pandemic stress may make customers lose focus, it may also have … Continue reading How COVID has changed successful proposal writing

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Staffing Rationale

How the number, type, and mix of personnel you propose offers the best value to the customer

How many staff members does it take to turn a widget running at 1,000 miles an hour? A staffing rationale explains how the number, type, and mix of personnel you propose offers the best value to the customer. A convincing staffing rationale improves your proposal score and mitigates the risk that the customer will find a weakness in your staffing approach or the basis of estimate (BOE) used to develop the price. A good staffing rationale can improve your proposal score by explaining how the number, type, and mix of personnel you propose increases productivity, decreases operations costs, eliminates skill gaps, supports work surges, and improves the customer experience using quantitative and/or qualitative data to support the estimate. To explain how many widget turners you need, you can use several complementary estimation methods: Historic data points. Using historic data, you draw analogies between the work you have completed and the … Continue reading Staffing Rationale

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