TArticles tagged with: black hat

Q&A – Doing more with less – and winning more! Part 1

The typical company spends on average 10% of their revenue target on Bids and Proposals (B&P). Risks that increase the B&P budget include poor bid decisions, an immature solution, insufficient training and tools, large review teams producing comments that are not actionable, and lack of executive support. With constrained budgets and increased competition for smaller work share, contractors cannot afford to waste B&P dollars. Lohfeld Consulting Group’s Principal Consultants Brenda Crist, CPF APMP, and Lisa Pafe, CPP APMP, recently presented an interactive webinar, Doing more with less – and winning more, which highlighted how to increase productivity and win rates. Click to view the webinar replay and download the presentation. Here are some questions submitted by webinar participants and the answers Lisa and Brenda provided. Q:  Budgets are established without good planning inputs – how do you address this? A:  Start comparing actuals to budgets containing poor quality data immediately, … Continue reading Q&A – Doing more with less – and winning more! Part 1

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10 Ways to mitigate competitive analysis 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 Competitive Analysis Risks and recommended Mitigation Strategies: You do not know the competitors or their relationships with the customer. Talk with your employees, the customer, stakeholders, users, and vendors to identify potential competitors. Determine if competitors have self-identified on market research databases. You have limited knowledge of competitors’ solutions and capabilities. Use open-source research information, e.g., Internet, news, annual reports, and professional associations, to identify competitors’ capabilities. Hire subject matter consultants who are knowledgeable about the market to describe the competitors’ capabilities. Look for job ads on competitors’ career web pages to determine the type and caliber of personnel they are looking to hire for the job. You have limited knowledge of competitors’ personnel. Use open-source research products or social media to identify competitors’ staff … Continue reading 10 Ways to mitigate competitive analysis risks

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