During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture and proposal management and discussed how these are changing the competitive landscape for companies looking to increase their win probabilities. Bob answered a number of questions for webinar participants during and after the webinar. This blog series presents those questions and Bob’s answers. Q: Using the dashboard in slide #9, how are you creating a score, and how is the score being validated? I see a number, but what created that score? A: You can use numbers instead of colors to assess how well each activity is performed. Don’t make the math too complicated. You can equate a numerical rating of four to a blue score, three to a green score, and so on. Personally, I prefer the color scores … Continue reading How do you measure and validate capture progress?
“The only way to make sense out of change is to plunge into it, move with it, and join the dance.” –Alan Watts In this wrap-up to my 3-part series asking capture and proposal experts to share their responses to the question, “If you could change one thing about the business development, capture, or proposal life cycle or process, what would that be?,” my industry colleagues share their practical insights and suggestions. I would end the search for the holy grail of a plug-and-play repeatable process for BD, capture, or proposals. Principles apply and rules exist. It’s just that for any given opportunity, it might make sense to ignore or break half of them. –Wendy Frieman, APMP Fellow and Principal Consultant, Lohfeld Consulting Group The proposal process is only as good as its leadership. Veteran proposal managers demand a smooth process and usually get it – building in risk mitigation … Continue reading 7 more changes experts would make to the BD, capture, and proposal process