TArticles tagged with: Brenda Crist

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

Continue reading...

Turn that losing streak around now (or avoid a losing streak in the first place!)

Our 10 tips to help you

Nothing is more frustrating than a string of losing proposals. It demoralizes the bid and proposal (B&P) team, wastes B&P funds, and results in operations personnel losing their jobs. Despite observing some impressive losing streaks, Lohfeld Consulting Group has seen many companies turn losing streaks around. We consolidated some of our observations into the following 10 tips to help you turn around (or avoid!) a losing streak. Tip #1: Reflect Conduct lessons-learned reviews to evaluate your proposals’ strengths, weaknesses, and costs. Analyze the customers’ debriefs to assess your scores against all evaluated criteria. Contract with an unbiased third-party to assess your proposals and recommend improvements. Tip #2: Formulate your game plan Create a step-by-step plan and schedule for converting your lessons learned into actionable tasks. Implement milestone reviews and metrics to measure and assess your progress. Tip #3: Re-evaluate your pipeline Evaluate your business pipeline to verify you are bidding … Continue reading Turn that losing streak around now (or avoid a losing streak in the first place!)

Continue reading...

A Recipe for Best Value at the Lowest Price

Understand what is valuable to your customer

If you want to win a contract, be it TVs, toasters, or teacups, you need to understand what is valuable to your customer. Answer these questions to understand what your customer values: What pains, dependencies, or risks does the customer want to avoid? What functionality does the customer require? How can I exceed the customer’s expectations? For example, if the customer wants to build a service desk for widget technical support, understand any relevant pains, dependencies, or risks. The customer might have to divert its R&D staff from more important work to respond to requests for technical assistance. Or the customer might have a hard time trying to solve problems right the first time, which drives up costs and drives down customer satisfaction. Next, understand all the functionality the customer requires such as call, email, and chat functionality and 8/5 coverage. In addition, exceed your customer’s expectations by offering tangible … Continue reading A Recipe for Best Value at the Lowest Price

Continue reading...

Five Tips for Describing Complexity

Earn the best possible score for demonstrating complexity

Most requests for proposal (RFPs) ask you to define past performance in terms of relevant size, scope and complexity. The term size is easy to understand because it is numeric. Size refers to the dollar value of the contract, the number of staff, the number of users served, the number of locations served, etc. Scope is also easy to understand too. We simply compare how well the requirements in the RFP’s statement of work or align with those of our past performance reference. For example, in the case of a help desk, does the help desks deliver the same tiers of service, support the same equipment, or use the same tools and processes to perform their jobs? However, the term complexity is vague. Complexity could involve many factors including the: Involvement of many teams or stakeholders Numerous moving parts Numerous schedule dependencies Aggressive project timelines Budget / restraints Work in … Continue reading Five Tips for Describing Complexity

Continue reading...