TArticles tagged with: Brenda Crist

Webinar replay – Doing more with less and winning more!

Lohfeld Business Winning Webinar

Today companies are trying to make the most of every dollar to increase their competitive edge. Even a small decrease in overhead costs or increase in productivity can make big difference. Lisa and Brenda decompose a budget for developing a 30-day proposal and a 10-day proposal for small, medium, and large companies and provide recommendations for decreasing costs, while also streamlining workflow, effectively using automation, and working smarter not harder. They also describe how they implement management best practices like Agile, Information Technology Infrastructure Library® (ITIL), and Project Management Body of Knowledge (PMBoK), and commonly used tools and technology to generate cost savings. Doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long-term savings. Lisa and Brenda share best practices for cost savings. Click to watch the webinar and download the webinar presentation. … Continue reading Webinar replay – Doing more with less and winning more!

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The 25% solution

This week, Brenda Crist described the 25% Solution and provides advice for proposal managers who become defacto capture managers once an RFP drops. I titled this post the 25% Solution because proposal managers often have little more than 25% of the solution completed before the request for proposal (RFP) drops. According to proposal best practices, by the time the RFP drops, a company should have: An established relationship with the client or at least a dialogue with the client A solution for performing the work or at least a concept of operations (CONOPS) A price-to-win (PTW) strategy or at least an idea of the customer’s budget Knowledge of the competition’s solution, PTW, or organizational capabilities Partners in place to help close solution gaps with signed non-disclosure agreements (NDA) Subject matter experts (SME) available and willing to help craft the solution When given a 25% solution, the proposal manager becomes a … Continue reading The 25% solution

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Proposal scheduling – make it or break it (Part 2 of 2)

Instituting scheduling best practices before, during, and after Request for Proposal (RFP) release can help alleviate risks and improve a company’s chance of developing a compliant, compelling, and winning proposal. This week Brenda Crist, PPF.APMP and APMP Fellow shares part 2 of her time-tested advice on proposal scheduling. Part 2: Effective scheduling after RFP release and submission As soon as the RFP is released, the race against the clock starts to prepare the information needed for the Kick-off Meeting, including the schedule, compliance matrix, and writers’ packages. Start by building a bullet-proof compliance matrix. Have at least two people review the compliance matrix to verify no instruction, evaluation criteria, or requirement is missed! Use the requirements list to build a work breakdown structure (WBS). Then add additional structure to incorporate proposal management tasks including: Kick-off Meeting Contributor Training Question development Daily Standup Meetings conducted Executive Summary draft development Conceptual planning/solution … Continue reading Proposal scheduling – make it or break it (Part 2 of 2)

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Proposal scheduling – make it or break it (Part 1 of 2)

This week Brenda Crist, PPF.APMP and APMP Fellow shares her time-tested advice on proposal scheduling – part 1. One of the most daunting proposal management tasks is ensuring all proposal tasks are performed on schedule. The inability to meet milestones can have a ripple effect throughout the proposal and affect staff members’ stress levels, proposal quality, and on-time delivery. Instituting scheduling best practices before, during, and after Request for Proposal (RFP) release can help alleviate these risks and improve a company’s chance of developing a compliant, compelling, and winning proposal. Part 1: Effective scheduling prior to RFP release Take time to prepare to develop an accurate schedule based on a solid understanding of required tasks and how long it took to perform them in the past. Review your company’s scheduling metrics so you can accurately identify how long it takes to perform basic proposal tasks. If you don’t collect metrics, … Continue reading Proposal scheduling – make it or break it (Part 1 of 2)

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