TArticles tagged with: advice

Turn that losing streak around now (or avoid a losing streak in the first place!)

Our 10 tips to help you

Nothing is more frustrating than a string of losing proposals. It demoralizes the bid and proposal (B&P) team, wastes B&P funds, and results in operations personnel losing their jobs. Despite observing some impressive losing streaks, Lohfeld Consulting Group has seen many companies turn losing streaks around. We consolidated some of our observations into the following 10 tips to help you turn around (or avoid!) a losing streak. Tip #1: Reflect Conduct lessons-learned reviews to evaluate your proposals’ strengths, weaknesses, and costs. Analyze the customers’ debriefs to assess your scores against all evaluated criteria. Contract with an unbiased third-party to assess your proposals and recommend improvements. Tip #2: Formulate your game plan Create a step-by-step plan and schedule for converting your lessons learned into actionable tasks. Implement milestone reviews and metrics to measure and assess your progress. Tip #3: Re-evaluate your pipeline Evaluate your business pipeline to verify you are bidding … Continue reading Turn that losing streak around now (or avoid a losing streak in the first place!)

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On-line training for 2021’s unique challenges

As we enter 2021 with some light at the end of the pandemic tunnel, training is more important than ever.

Last year when I wrote that federal contractors should prepare for the challenges of 2020 with training, I didn’t envision the types of challenges we have faced this year and will continue to face in 2021. However, I did get it right when I quoted Harvard Business Review that “The future of learning is three ‘justs’: just enough, just-in-time, and just-for-me. It means that training is going to have to be just as agile as the workforce—where speed, flexibility, and innovation are key.” Lohfeld Consulting Group’s training program continues to reflect the three “justs.” As we enter 2021 with some light at the end of the pandemic tunnel, training is more important than ever. Just enough: When we reinvented our in-person training to convert it to on-line virtual content, we recognized that an all-day 8-hour class was not going to work. Students best receive and absorb on-line content in smaller chunks. We converted … Continue reading On-line training for 2021’s unique challenges

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A Recipe for Best Value at the Lowest Price

Understand what is valuable to your customer

If you want to win a contract, be it TVs, toasters, or teacups, you need to understand what is valuable to your customer. Answer these questions to understand what your customer values: What pains, dependencies, or risks does the customer want to avoid? What functionality does the customer require? How can I exceed the customer’s expectations? For example, if the customer wants to build a service desk for widget technical support, understand any relevant pains, dependencies, or risks. The customer might have to divert its R&D staff from more important work to respond to requests for technical assistance. Or the customer might have a hard time trying to solve problems right the first time, which drives up costs and drives down customer satisfaction. Next, understand all the functionality the customer requires such as call, email, and chat functionality and 8/5 coverage. In addition, exceed your customer’s expectations by offering tangible … Continue reading A Recipe for Best Value at the Lowest Price

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A Way to Help Project Managers and SMEs Write Better Proposals

Many struggle to contribute responsive and compelling proposal content.

Project managers and SMEs are the backbone of many organizations. They have a combination of technical knowledge and communication skills that effectively feeds needed information to customers, bosses, and subordinates. You would think that such people would be great proposal writers, but many of them struggle to contribute responsive and compelling proposal content. Even those who are champion report writers or study leaders can have problems developing great proposal content. Why is this? Let’s look at the job of a project manager. She is charged with delivering some sort of product or service. Regularly, she must explain the objectives and approaches being taken to deliver that product/service. She is providing information about progress and obstacles, and making recommendations to upper management, customers, even subordinates about courses of action to address the issues and challenges of the moment. Most of her communication is about informing people about aspects the project—about the … Continue reading A Way to Help Project Managers and SMEs Write Better Proposals

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