TArticles tagged with: APMP

Advanced scheduling

Verifying the proposal is on schedule is one of the most important duties of the proposal manager

All proposals have one thing in common. Unless they meet their submission deadlines, the customer does not evaluate them, and the company loses the bid. Therefore, verifying the proposal is on schedule is one of the most important duties of the proposal manager. However, most proposal managers don’t manage just one proposal. Most proposal managers handle several proposals simultaneously, and proposal directors manage the entire portfolio of proposals. The customer compounds the complexity of managing multiple bids by not always communicating the request for proposal (RFP) or post-RFP amendments’ release dates in advance. Trying to manage multiple schedules with conflicting requirements is stressful. Therefore, we sought out the advice of experts to complement the scheduling best practices found in the Association of Proposal Management Professionals (APMP) Body of Knowledge (BOK). These additional sources include the Schedule Assessment Guide from the Government Accountability Office (GAO). This report is available from the … Continue reading Advanced scheduling

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Help evaluators see ghosts

Ghosting must begin during capture well before RFP drop and include customer and competitor analysis.

Ghosts! Proposal best practices tell us to ghost the competition. Ghosting in the world of proposals means to emphasize competitor weaknesses and downplay their Strengths without naming them. According to APMP, “The goal is to provide the customer with information that supports the view that your solution is superior and to cast doubt on the viability of competitors’ approaches.” In the real world, effective ghosting is extremely difficult. Without deep customer and competitor knowledge, identifying ghosts and making them apparent to evaluators is practically impossible. Ghosting, therefore, must begin during capture well before RFP drop and include customer and competitor analysis. Otherwise, articulating potential but unvetted ghosts in the proposal narrative is simply not going to work. Compare and contrast Let’s assume that a bidder has access to the customer(s) and learns pain points that are creating risks and challenges for the work. Let’s also assume the bidder identifies and researches … Continue reading Help evaluators see ghosts

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How to prepare for APMP Practitioner Objective Test Examinations (OTEs) | On-demand webinar

Lohfeld Business Winning Webinar

Proposal and Capture professionals wonder which APMP Practitioner exam is best for them—Proposal Practitioner or Capture Practitioner. The Objective Test Exam (OTE) format used for these exams is very challenging, and potential exam takers need strategies to prepare. Join Lisa Pafe and Beth Wingate as we help you get ready for the APMP Practitioner exams. We talk about the: APMP Practitioner certification program Differences between the two Practitioner exams Philosophy behind Objective Test Exams—and what they’re really testing you on. We delve into details about the two exams—structure, syllabus, format, and some really important logistics, and we review testing taking tips! Who should watch Proposal and Capture professionals interested in achieving Practitioner certification Click to watch the webinar and download the presentation Presenter Lisa Pafe, Vice President, Lohfeld Consulting Group Lisa Pafe, CPP APMP Fellow and PMP, is Vice President of Lohfeld Consulting Group, a premier business development, capture, and proposal … Continue reading How to prepare for APMP Practitioner Objective Test Examinations (OTEs) | On-demand webinar

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APMP Certification: A selfish and selfless act

Are you considering APMP certification? Perhaps you’re already certified at the Foundation level but are wondering if you should pursue Practitioner or even Professional accreditation. Capture and proposal professionals often ponder whether certification benefits them as well as those around them. Research shows that getting certified benefits you (selfish reasons) as well as your colleagues (selfless considerations). Here are the reasons why. Five selfish reasons First and foremost, take care of yourself. Certification benefits you as follows: Get hired faster. Employment studies demonstrate that job applicants with certifications are more attractive to recruiters and employers, and thus are likely to more quickly succeed in getting a job offer. Certification is a great way to differentiate yourself from competing applicants, whether you’re applying as an employee or 1099 consultant. Advance more quickly. Research also shows that certified employees advance quickly within their companies, earning promotions at a more rapid pace in … Continue reading APMP Certification: A selfish and selfless act

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