A law of physics states that “an object at rest tends to remain at rest, and an object in motion tends to remain in motion.” Scientists call this tendency inertia. The same holds true for our professional growth. When we do the same thing day after day, our aspirations wither on the vine. When you enable stagnation by remaining at rest, you end up making yourself and those around you miserable. Are you stuck in your cubicle or war room staring at the four walls and wondering how to ignite fresh career growth? So many of us think that being a great capture or proposal professional involves a lot of time at the office. We tell ourselves that now isn’t the right time to try something new, that we’re too busy to find time to work out, much less explore new career avenues. Somehow, it’s never the right time to … Continue reading Capture and proposal innovations: Heed the law of physics
It seems like everyone has been jumping on the procurement reform bandwagon this year and has been saying that the government’s procurement system is broken. While reforming government procurement is a lofty goal and resonates well in the halls of Congress, the practicality is that it is more of a pre-election battle cry than a reality. One organization, the Association of Proposal Management Professionals (APMP), has taken a different approach, stating that the Federal Acquisition Regulations (FAR)—the rules that control government procurement—are fine and do not need to be overhauled. What is broken is the way the FAR is applied and interpreted in many government procurements. According to APMP in their just-released survey report, Closing the Procurement Execution Gap, most government and industry professionals strongly agree about what improvements need to be made and how they can be done without reforming the FAR. I hope that business development and capture managers … Continue reading Should we have procurement reform or just improvement?
I recently returned from the Association of Proposal Management Professionals (APMP) Bid & Proposal Con 2014 in Chicago. Networking with more than 800 business development, capture, and proposal professionals from around the world was both exhilarating and exhausting. I want to share some lessons learned on how to best leverage the opportunities available over four days of workshops, panels, presentations, vendor booth promos, receptions, dinners, and more. Be All There: As an attendee and presenter, I noticed those ever-present smart phones are quite a distraction. Make a concerted effort to be present wherever you are. If the presentation is not of interest to you, then go ahead and leave rather than staring at your phone and disrespecting the presenter. If you are sharing a table at lunch, join in the conversation rather than checking your email. Execute Your Message: You should attend a conference with the goal of executing your … Continue reading Six lessons learned from an industry conference
“Amtower Off Center“ host Mark Amtower interviews Bob Lohfeld, CEO of Lohfeld Consulting Group, on various aspects of the business development and capture process. Topics discussed include: Current GovCon market climate 7 characteristics of winning proposals Capture/proposal analytics Resources and education for proposal professionals Listen to the interview.