APMP International just released its new APMP Body of Knowledge (BOK) to its members. Per APMP: [The APMP BOK gives] you instant access to the most comprehensive, diverse representation of your industry’s best practices. The new APMP Body of Knowledge represents the collected wisdom of the world’s leading professionals in proposal, bid, and opportunity management and business development. The APMP BOK was authored and reviewed by more than 80 industry experts using 70 research-based publications. The APMP BOK contains the APMP Glossary of Proposal Industry Terms, with a “pop-up” map to industry terms and their geographic equivalents. Members are encouraged to leave comments, which will be assessed during quarterly updates and continuous enhancements. Lohfeld Consulting Group staff Brenda Crist, CPP APMP Fellow; Wendy Frieman, CPP APMP Fellow; Lisa Pafe, CPP APMP; Tom Gorman, CF APMP; and Beth Wingate, CF APMP Fellow were competitively selected by a team of APMP evaluators … Continue reading APMP releases new Body of Knowledge (BOK) – Lohfeld Consulting Group staff contributions
Should companies outsource their business development functions in the federal market? Bob Lohfeld recently spoke to the WashingtonExec Federal Acquisition Council for Business Development Professionals along with fellow keynote speakers Kim Pack, Vice President, Wolf Den Associates and Patrick O’Reilly, Senior Advisor, SM&A. They advised participants to: Know the organization’s objectives Include capture and proposal leaders in executive-level strategy meetings Involve outside consultants early in the process Read more…
Normally, the easiest way for government contractors to find new revenue is to prospect in adjacent markets, and the closer these markets are to your existing business base, the more successful you are likely to be. Prospecting does not mean going around giving capability presentations to everyone in government who will listen. Instead, it is about figuring out how you can apply your company’s expertise to help government leaders in adjacent markets be more successful in accomplishing their mission. Here are the guidelines that I like to use when following this strategy. Download and read Bob’s latest article. Email your comments to me at RLohfeld@LohfeldConsulting.com. By Bob Lohfeld This article was originally published February 9, 2015 in WashingtonTechnology.com.
Time. As capture and proposal professionals, we find that it is most certainly NOT on our side. We are always battling time constraints and deadlines that fall at the most inconvenient times, such as vacations or family events. Summer is particularly taxing, especially as we get closer to the end of the Federal fiscal year and the government pushes out a seemingly endless stream of solicitations. Advice abounds on how to better manage time. But, what time management innovations are most useful for our profession? People The biggest time waster related to people is due in large part to distractions caused by innovation. Our teams are so connected to the world through smart phones, tablets, iPads, and the like that they lack focus. It is virtually impossible to hold a meeting without most of the attendees checking their email, social media posts, and text messages. With all the innovations in … Continue reading Capture and proposal innovations: time management