Insights Blog

Applying an Agile Tool to Make Your Proposal Processes Better

Using lessons learned from each proposal effort to improve our approach the next time

We talk about it in our proposals. We know it works. Agile practitioners take it seriously and are diligent about its use. What is it? It’s the idea of using lessons learned from each proposal effort to improve our approach the next time. In the Agile Scrum world, they call it a Retrospective. APMP best practices suggest that conducting a lessons-learned review on each major bid opportunity is a critical best practice.  APMP suggests that after a proposal is submitted, the proposal team meets to discuss: What went right? What went wrong? What deficiencies can we correct in processes or approach, and what winning processes/methods should we repeat on future opportunities? Lessons learned should be well documented and stored for others to access and reference on future opportunities. I suggest that rather than wait until the proposal is submitted, we have our proposal teams capture lessons learned across the proposal lifecycle. … Continue reading Applying an Agile Tool to Make Your Proposal Processes Better

Continue reading...

Fiscal 2019 Top 20 Contracting Opportunities: BGOV Report

The report covers contracts worth a total of about $130.9 billion

Bloomberg Government has released a list of the 20 leading contracting opportunities for the fiscal year that begins October 1. The report covers contracts worth a total of about $130.9 billion for which a final request for proposal is likely by the close of fiscal 2019. –Click Here for the Fiscal 2019 Top 20 Opportunities Slides– BGOV analyst Daniel Snyder, BGOV account manager Courtney O’Connell, and featured guest Bob Lohfeld, chairman of the board of Lohfeld Consulting Group, discussed the opportunities in a webinar on September 25, 2018. Highlights of the report and webinar: In fiscal 2019, there are 13 contracts totaling $74.8 billion for information technology and seven programs totaling $26.7 billion for professional services. There are 15 opportunities with civilian agencies in fiscal 2019, which is a significant shift from the eight civilian and 12 defense opportunities, that were featured last year in the fiscal 2018 top 20 … Continue reading Fiscal 2019 Top 20 Contracting Opportunities: BGOV Report

Continue reading...

10 Steps to creating high-scoring proposals

A modern perspective on proposal development and what really matters

Reprinted with permission from APMP-NCA eZine. I recently had the privilege of sitting down with Stacey Coolican, CEO of Coolican Consulting, to talk about the topics Bob Lohfeld and I wrote about in our book, 10 steps to creating high-scoring proposals. As a former Senior Contracting Officer with an unlimited warrant and over 20 years’ DoD experience including supporting Acquisition Category I (ACAT I) major weapons system programs, Stacey offers tremendous practical experience with accompanying insights that add another perspective to the suggestions Bob and I share in the book (excerpts below). Bob Lohfeld and I developed the 10 steps to creating high-scoring proposals presentation and book to share our modern perspective on proposal management and what matters within the proposal process. We walk through the source selection decision-making process and what the government evaluators and the final decision-maker look for as they review your proposals. We cover our strength-based solutioning process and the difference between … Continue reading 10 Steps to creating high-scoring proposals

Continue reading...

TRAINING: Proposal Writing to Win in the Digital Age

An online course to teach you how to modernize your proposal writing

In partnership with Washington Technology Description: This online course will teach you how to modernize your proposal writing to win in the digital age using persuasive, attention-grabbing techniques. 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 article stated that bad writing is the biggest productivity buster. Yet, we still write proposals the old-fashioned way, as if our evaluators have unlimited time and focus. Learning Objective: Learn how to write effectively in the digital age with techniques to capture the evaluators’ attention and bring home the win. Audience: Business development, capture and proposal professionals working in any market (Federal, State & Local, Commercial) Handouts: 1) 4 Tips for Effective Proposal Writing in the Digital Age 2) Exercises on Correcting Bad Writing Using Digital Marketing Techniques Course Length: 1 Hour Instructor: Lisa … Continue reading TRAINING: Proposal Writing to Win in the Digital Age

Continue reading...