TArticles tagged with: capture

How ChatGPT might benefit bids and proposals

Five ways ChatGPT can support bids/capture now and in the future

ChatGPT (Generative Pre-prepared Transformer) is a natural language processor driven by artificial intelligence (AI) technology, which enables you to have human-like conversations. OpenAI, a research company, created ChatGPT and launched on November 30, 2022. You can learn more about ChatGPT at this website. Usage is free to the public for now because it is still in the research and development phase. You can sign up for a free account at the ChatGPT website, and you can download the associated app (Discord – Chat, Talk, & Hangout) to test and play with it. Five ways ChatGPT can support bids/capture now and in the future Eventually, bid and proposal industry-specific apps can extend ChatGPT’s capabilities and enable it to perform functions including the following: Generate resumes by ingesting staff members’ employment history, education, certifications, and relevant accomplishments. Generate past performance by ingesting information from the company’s past performance repository. Produce a compliance … Continue reading How ChatGPT might benefit bids and proposals

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The Rise of the Chief Growth Officer Role and Business Growth Teams

With the rise of the CGO, the role of the capture, proposal and technical operations teams are also changing

An increasing number of Federal Contractors are hiring Chief Growth Officers (CGOs). The job of a CGO’s is to align business, technical, and customer service functions toward a common goal of increasing a company’s growth and profitability. To underscore the rise of the CGO role, a new professional association the Growth Officers Association Taking Sales Seriously (GOA-TSS) has recently formed (goa-tss.org). CGOs are reshaping organizations to stay ahead of and engage with customers at every step in the acquisition lifecycle ranging from pipeline development to bid no/bid decisions to demonstrations of company products and services to customers The CGO serves as a trusted advisor to the company president and recommends business growth and win strategies. The rise of the CGOs has accelerated leaner and more competitive organizational structures, which impacts the way we engage customers and plan to win business. For example, capture managers are pursuing bids aligned with company … Continue reading The Rise of the Chief Growth Officer Role and Business Growth Teams

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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!)

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Now is the perfect time to do an opportunity pipeline review

Is your opportunity still coming…but the capture team is working from home?

As Industry increasingly invests in working virtually, this is the perfect time to perform an in-depth opportunity pipeline review. Companies use a variety of tools to manage their pipelines (SalesForce, Microsoft CRM, Excel, etc.). These tools facilitate developing “just in time” reports or snapshots of any part of the pipeline; you can showcase these portions of the pipeline in your virtual meetings and update them in real time. Before using one of these tools, it is important to prepare. Start by reviewing how your opportunity pursuits become part of your pipeline. Identifying in which “quadrant” of pursuit they fit is the first step. This helps the team understand the challenges that lie ahead in the pursuit: Once the quadrant is identified, the details of pipeline development and population can be addressed: Assess your capture status: Schedule meetings with your capture managers and market leadership to examine the capture status of … Continue reading Now is the perfect time to do an opportunity pipeline review

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