TArticles tagged with: Brenda Crist

7 ways a technical volume lead can improve the business volume

Integration of the Technical Volume Lead and Business Volume Lead can improve the content of the Business Volume

Our industry tends to separate the work of Technical Volume Leads and Business Volume Leads. Clearly, businesses need to protect their rate structures, pricing, and salary information. However, there are many good reasons why the tight integration of the Technical Volume Lead and Business Volume Lead can improve the content of the Business Volume. The following table recommends several ways a Technical Volume Lead can help improve a Business Volume’s compliance, responsiveness, and content. By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Go-to-Market Strategy, Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 … Continue reading 7 ways a technical volume lead can improve the business volume

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Staffing Rationale

How the number, type, and mix of personnel you propose offers the best value to the customer

How many staff members does it take to turn a widget running at 1,000 miles an hour? A staffing rationale explains how the number, type, and mix of personnel you propose offers the best value to the customer. A convincing staffing rationale improves your proposal score and mitigates the risk that the customer will find a weakness in your staffing approach or the basis of estimate (BOE) used to develop the price. A good staffing rationale can improve your proposal score by explaining how the number, type, and mix of personnel you propose increases productivity, decreases operations costs, eliminates skill gaps, supports work surges, and improves the customer experience using quantitative and/or qualitative data to support the estimate. To explain how many widget turners you need, you can use several complementary estimation methods: Historic data points. Using historic data, you draw analogies between the work you have completed and the … Continue reading Staffing Rationale

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Use a wall of truth to standardize your writing and save time

Reduce compliance, requirements, and legal issues

Do you want to improve the quality and consistency of a proposal? If so, consider adopting a “Wall of Truth” document. A Wall of Truth spells out a standard set of rules for brand and word usage, grammar, spelling, and document formatting. If everyone is trained in the use of the Wall of Truth rules, you can reduce compliance, requirements, and legal issues; decrease production costs, and improve consistency. Proposal managers must update the Wall of Truth to reflect each new RFP’s instructions and terminology. If proposals managers place it in the draft proposal and limit it to 1-2 pages in length, they can facilitate its usage by writers and editors. Get your Wall of Truth started using the following sample. By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the … Continue reading Use a wall of truth to standardize your writing and save time

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