The typical company spends on average 10% of their revenue target on Bids and Proposals (B&P). Risks that increase the B&P budget include poor bid decisions, an immature solution, insufficient training and tools, large review teams producing comments that are not actionable, and lack of executive support. With constrained budgets and increased competition for smaller work share, contractors cannot afford to waste B&P dollars. Lohfeld Consulting Group’s Principal Consultants Brenda Crist, CPF APMP, and Lisa Pafe, CPP APMP, recently presented an interactive webinar, Doing more with less – and winning more, which highlighted how to increase productivity and win rates. Click to view the webinar replay and download the presentation. Here are some questions submitted by webinar participants and the answers Lisa and Brenda provided. Q: Will you please describe techniques or tools you have found successful to get color review teams to score rather than read? A: We recommend … Continue reading Q&A – Doing more with less – and winning more! Part 2
Your chance of winning a protest may be better than you think, but that depends on how you define winning. Last year, the Government Accountability Office (GAO) decided only 3.43% of its protests cases in favor of the protester, but that is only part of the story. In a large number of protests, the procuring agency took voluntary corrective action granting some form of relief to the protester, thereby preempting GAO from rendering a protest decision. When adding these cases to those GAO decided in favor of the protester, the effectiveness rate for protests soars to 43%. In this article, we will take a closer look at what this means for bidders and what they might expect from protests… Download and read Bob’s latest article. Email your comments to me at RLohfeld@LohfeldConsulting.com. This article was originally published April 28, 2014 in WashingtonTechnology.com.
Stress is one of the greatest productivity busters, costing American businesses $300 billion per year in lost productivity. The World Health Organization states that stress creates an unhealthy organization, reducing team productivity in a competitive market and even threatening the organization’s very survival. There are times when stress is necessary, but sometimes we become overwhelmed. I have a tendency to become so engaged in managing or contributing to an important proposal or project that it overwhelms other aspects of my life. I go to bed only to see my latest writing or reviewing project swimming behind my closed eyelids. It can be hard to turn off the stress when I hear the email notification chiming on my laptop or iPhone. Great ideas seem to pop up in the middle of the night making it even harder to relax and sleep. You do yourself and your team no favors by feeling stressed and sleep-deprived. … Continue reading 6 Stress busters that increase productivity
Dear Proposal Doctor, The powers that be in my company took drastic measures after a number of proposals were submitted containing errors resulting from use of old proposal material. As of now, no one has access to old proposals so that everyone will have to write everything from scratch. Of course there are still some electronic and hard copies floating around, so the hunt is on to see who has the biggest stash. Is there an official best practice with respect to using previous proposals? If we don’t get this policy reversed, it seems to me that we are going to be re-inventing the wheel at considerable cost to the company. And ultimately to our customers. -Frustrated at Stupidity Dear Frustrated, Good artists copy. Great artists steal. Who said that? I don’t know but, I think it was Picasso, or someone equally gifted. Yes, there is a best practice, and … Continue reading Ask the Proposal Doctor – Frustrated at Stupidity