TArticles tagged with: business volume

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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The art of the data call: 4 data calls you can issue today

In today’s blog post, Lisa Pafe follows up on her previous data call-related advice with insights on how to develop data calls during the capture phase of your business development activities… My previous blogs discussed what you can do pre-RFP to tie your data call to the win strategy and how to get proof points that POP. But, what are the elements of the data call and who should complete it? Below are specific examples of data elements that will help you create and issue data calls during the capture stage. Staffing data call (Points of contact (POCs): HR and Recruiting) Personnel details (clearances, education, certifications, domain areas) Recruiting statistics (average time to fill positions, number of recruiters, size of recruiting database, recruiting sources) Retention rate (company-wide and project-specific) Meatball charts (experience versus functional or technical requirements) Representative resumes Past performance data call (POCs: Project Managers, SMEs, Proposals, and Contracts) … Continue reading The art of the data call: 4 data calls you can issue today

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