TArticles tagged with: capture and proposal processes

Nudging Toward Change

Can you change? Or do you need a nudge?

Reprinted with permission from APMP-NCA eZine We Want to Change Most organizations and individuals agree that they could do better. As a capture and proposal expert, I work with dozens of businesses from small to large to assess their processes; make recommendations for improvement; and train employees on how to create solutions customers value, perform better capture, and write and review proposals more effectively to increase win rates. My efforts generally result in agreement that the organization needs to change. Whether I deliver training, provide a capture readiness assessment, analyze proposal operations, review a proposal, or facilitate a solutioning session, my audience typically reacts by stating that they realize they must improve their processes (in fact, they already knew this!), they want to improve their processes, and they plan to implement change immediately. Bad Processes or Bad Habits? Yet, quite often, when I return to review work products later, these … Continue reading Nudging Toward Change

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Applying an Agile Tool to Make Your Proposal Processes Better

Using lessons learned from each proposal effort to improve our approach the next time

We talk about it in our proposals. We know it works. Agile practitioners take it seriously and are diligent about its use. What is it? It’s the idea of using lessons learned from each proposal effort to improve our approach the next time. In the Agile Scrum world, they call it a Retrospective. APMP best practices suggest that conducting a lessons-learned review on each major bid opportunity is a critical best practice.  APMP suggests that after a proposal is submitted, the proposal team meets to discuss: What went right? What went wrong? What deficiencies can we correct in processes or approach, and what winning processes/methods should we repeat on future opportunities? Lessons learned should be well documented and stored for others to access and reference on future opportunities. I suggest that rather than wait until the proposal is submitted, we have our proposal teams capture lessons learned across the proposal lifecycle. … Continue reading Applying an Agile Tool to Make Your Proposal Processes Better

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Q&A: Target the right IDIQs and GWACs (and win your share of task orders) [Webinar replay]

Lohfeld Business Winning Webinar Q&A

With the proliferation of multiple award vehicles such as GWACs and IDIQs, BD, capture, and proposal professionals face many complexities. OMB and OFPP seek to consolidate these vehicles, while agencies like GSA and HHS look for new procurement methods such as prime-only past performance, Agile procurement, and self-scoring. To add to the complexity, once companies win IDIQs they may never realize any significant revenue. In this webinar, Lisa Pafe discusses recent trends and how to target and win the right GWACs/IDIQs for your company. Lisa also reviews capture and proposal processes that help win task order proposals. Don’t waste your Bid & Proposal (B&P) dollars on empty contract vehicles! Learn how to identify the best multiple award vehicles for your company, win the GWAC/IDIQ, and then pursue and win task orders. Click to watch the webinar and download the presentation and referenced article Here are Lisa’s answers to questions our … Continue reading Q&A: Target the right IDIQs and GWACs (and win your share of task orders) [Webinar replay]

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[Webinar replay] Target the right IDIQs and GWACs (and win your share of task orders)

Lohfeld Business Winning Webinar

With the proliferation of multiple award vehicles such as GWACs and IDIQs, BD, capture, and proposal professionals face many complexities. OMB and OFPP seek to consolidate these vehicles, while agencies like GSA and HHS look for new procurement methods such as prime-only past performance, Agile procurement, and self-scoring. To add to the complexity, once companies win IDIQs they may never realize any significant revenue. In this webinar, Lisa Pafe discusses recent trends and how to target and win the right GWACs/IDIQs for your company. Lisa also reviews capture and proposal processes that help win task order proposals. Don’t waste your Bid & Proposal (B&P) dollars on empty contract vehicles! Learn how to identify the best multiple award vehicles for your company, win the GWAC/IDIQ, and then pursue and win task orders. Click to watch the webinar and download the presentation and referenced article During the webinar, Lisa referenced Bob Lohfeld’s … Continue reading [Webinar replay] Target the right IDIQs and GWACs (and win your share of task orders)

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