Insights Blog

Expert advice for starting out in capture and proposal-related positions – Part 2 of 3

Last week we heard from a number of capture and proposal industry experts who shared their best advice for someone starting out in a capture or proposal-related position, e.g., proposal manager, capture manager, proposal coordinator, graphics, writer, pricer, etc. Whether you’re relatively new to the capture- or proposal-related profession or are a seasoned veteran, there are things you’ve learned that you can share with all of us that can help us improve our professional and personal management and interpersonal skills, abilities, and focus. Here is part 2 of my 3-part series imparting these experts’ advice. Make compliance your friend. Study it. Learn it. Love it. The most practical experiences that taught me the most were creating proposal outlines where I had to examine the requirements line-by-line and creating compliance matrices that did the same. Truly understanding the requirements will always give you the right response information, language, and tone you … Continue reading Expert advice for starting out in capture and proposal-related positions – Part 2 of 3

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Expert advice for starting out in capture and proposal-related positions – Part 1 of 3

Whether you’re relatively new to the capture- or proposal-related profession or are a seasoned veteran, there are things you’ve learned that you can share with all of us that can help us improve our professional and personal management and interpersonal skills, abilities, and focus. I recently asked a number of my colleagues to contribute their best advice for someone starting out in a capture or proposal-related position, e.g., proposal manager, capture manager, proposal coordinator, graphics, writer, pricer, etc. Here is part 1 of my 3-part series sharing their advice. Acquire an experienced mentor(s) either within your company, a professional association, or a private capture/proposal consulting company. Join the Association of Proposal Management Professionals (APMP) to obtain access to its large library of information and best practices. Obtain formal training either through reading books, attending classes, or listening to webinars. Review the trade papers to learn more about who is winning … Continue reading Expert advice for starting out in capture and proposal-related positions – Part 1 of 3

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Strategies and tactics to bring your team to a win – Part 3: Norming, performing, and adjourning

Recently we asked Lisa Pafe, Lohfeld Consulting Group Principal Consultant, to share her thoughts on the five stages of teamwork and how to jump-start team performance… In previous blog posts, Lisa discussed how to move your proposal team quickly through the forming and storming stages of team behavior. In the norming and performing stages, your proposal team members are more comfortable with their roles and responsibilities. Here are some strategies to move your team through norming and performing into adjourning. Communicate. To ensure high performance, use praise and constructive, actionable criticism as needed. Continue to communicate, ensure clarity, and resolve conflicts. As people take more responsibility, you need not be quite as directive, as long as you are able to review daily agile iterations from team leads. Circumvent. Quite often, a team member or two refuses to norm and perform. You may have to remove them from the team if … Continue reading Strategies and tactics to bring your team to a win – Part 3: Norming, performing, and adjourning

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Strategies and tactics to bring your team to a win – Part 2: Storming

Recently we asked Lisa Pafe, Lohfeld Consulting Group Principal Consultant, to share her thoughts on the five stages of teamwork and how to jump-start team performance… After proposal kick-off, proposal team members quickly get over their initial politeness and conflicts emerge. You cannot avoid the storming stage. Real teams are made up of real people with varying personalities and viewpoints. You may not like them; they may not like you. How do you progress more quickly from storming to norming? Use an agile, iterative approach with coaching. Monitor work in smaller agile increments (daily stand ups, individual status checks, and written iterations) and talk to people – and not just in team meetings – to avoid miscommunication and correct invalid assumptions. Insist on clarity. Conflicts often arise from a lack of clarity. Review daily iterations, communicate using honest feedback, and recommend corrective actions. With work divided into smaller increments, re-writes … Continue reading Strategies and tactics to bring your team to a win – Part 2: Storming

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