Insights Blog

4 Major Elements of Qualified Business Opportunities

It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so. –Mark Twain Determining if there is actually a business opportunity for our company is the first step in business development (BD). The government competes thousands of procurements each day, and not all of them are suitable for our company to bid. Picking those that are a good fit—and turning down those that are not—is one of the most important decisions we can make in winning government contracts. We can use multiple approaches to identify potential opportunities. Key parameters such as historic buying patterns, projected industry trends and demands, and revenue and market share can help shape our understanding of future opportunities. We can use personal relationships (current and former clients, retired agency personnel); hire marketing consultants; use agency forecasts or research services (e.g., Deltek); and conduct primary research (agency … Continue reading 4 Major Elements of Qualified Business Opportunities

Continue reading...

Top 10 Favorite Business/Proposal Development-related Books

In our first Insights blog posting, I shared my favorite business/proposal development/design books with you. I hope you’ve had a chance to look at them and hopefully find a few you want to add to your own library. I also surveyed our Lohfeld Consulting Group team for their favorite capture management, proposal development, and design-related books, and here they are. For your ease in adding these to your reading list, I’ve hyperlinked each book to Amazon.com so you can easily find additional details and reviews from other readers. I’ve also noted whether the book is available as hardcopy or Kindle format (for my fellow iPad aficionados!). Please share your favorites with me by commenting below or sending an email to BWingate@LohfeldConsulting.com. I’ll add your recommendations to our running list of favorite capture, proposal, and design books and update the list in future posts. Hope Is Not A Winning Strategy. . . … Continue reading Top 10 Favorite Business/Proposal Development-related Books

Continue reading...

Lohfeld Team’s Favorite Business, Proposal, and Design Books

Welcome to Lohfeld Consulting Group’s new blog. We started this blog to share our proposal development and capture management-related tips, hints, and tricks—and to share our thoughts on best practices in proposal development. Check our blog frequently for new postings of interest to folks in the proposal industry—and sign up for our monthly eZine. Our eZine shares even more capture and proposal best practices, hints, tips, and articles (and shares our upcoming training and events calendar). For our first blog postings, I surveyed our Lohfeld Consulting Group team for their favorite capture, proposal, and design-related books. There were a few – like Mike Parkinson’s Do-It-Yourself Billion Dollar Graphics: 3 Fast and Easy Steps to Turn Your Text and Ideas Into Persuasive Graphics and Mark Amtower’s Selling to the Government-What it takes to compete and win in the world’s largest market – that appeared in many lists. Others were new to … Continue reading Lohfeld Team’s Favorite Business, Proposal, and Design Books

Continue reading...