Insights Blog

12 Required kick-off meeting elements

Teamwork is the ability to work together toward a common vision. The ability to direct individual accomplishments toward organizational objectives. It is the fuel that allows common people to attain uncommon results. –Andrew Carnegie You should design all aspects of your kick-off meeting to motivate your team, communicate your proposal plan, and set the overall tone for how your proposal team will operate. Though the kick-off meeting typically occurs a few days after RFP release, planning for the kick-off meeting prior to RFP release saves time once the RFP drops – a major advantage for your team. Once actual post-RFP proposal preparation begins, having already planned the kick-off meeting saves important time that you can use to review the RFP, validate pre-proposal products, and prepare final writing plans and writers’ packages. The planning process involves identifying the meeting location, handling logistics, designing the agenda, preparing distribution materials, and inviting the … Continue reading 12 Required kick-off meeting elements

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10 Ways to mitigate proposal solution development risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Solution Development Risks and recommended Mitigation Strategies: Does your solution meet the customer’s requirements for usability and navigation? Confirm that your company understands the user’s requirements for usability, navigation, and responsiveness. Test the solution to verify it meets the customer’s requirements and adds value to operations. Does your solution incorporate the customer’s required business logic? Test the solution to confirm it contains the business logic or rules needed to validate the customer’s data and system integrity. If needed, redesign the solution to fit the customer’s requirements. Explain how your solution will accomplish the customer’s requirements at best value and build advocacy. Does your solution provide a scalable, flexible, and available architecture for meeting the customer’s requirements? Gain an understanding of the customer’s current architecture and … Continue reading 10 Ways to mitigate proposal solution development risks

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6 Early-stage proposal products to identify and develop

More adventures start with a lack of planning. –Capt. Dick Shakeshaft, Keynote Speaker, APMP Nor’easters 2011 Fall Symposium Keeping a proposal team on a winning track means getting an early start on the proposal. Arguably, the most important activity during the Pre-proposal Preparation Phase is preparing proposal products early. While each RFP contains unique questions that are difficult to anticipate, we can get a head start on many standard proposal sections during this phase. Identify proposal products typically included in similar or related bids for this client, and begin developing these sections before RFP release. Typically, these products include: Resumes Past performance summaries Graphics Plans (quality, safety, program management, transition, small business, etc.) Executive summary Orals presentation This allows you to spend post-RFP release response time revising, reviewing, and polishing content versus writing it from scratch. Early writing has many benefits. Writers begin writing to outlined content while the outline … Continue reading 6 Early-stage proposal products to identify and develop

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7 Reasons to meet the client before RFP release

Best informed wins

The better you understand a new business opportunity, the more likely you are to make an informed decision about whether you should bid. Similarly, the better the government understands your firm’s capabilities, the more likely they are to want your company to compete. Meeting the client is an essential first step in this process. You must conduct face-to-face information-gathering meetings with clients to increase your knowledge about the opportunity and to begin positioning your firm as a leading competitor for the procurement. While market research provides a running start at understanding the opportunity, the clients are the ones closest to the opportunity and can provide information that outsiders cannot. By holding true conversations with a client as soon as possible in the opportunity identification and qualification stages – versus holding thinly veiled marketing meetings – you can gather information that helps you to understand the client’s requirements and objectives,  tailor … Continue reading 7 Reasons to meet the client before RFP release

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