TArticles tagged with: capture

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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Keys to creating winning proposals | Amtower Off Center

What are the biggest issues facing set-aside companies as they move to full and open competition?

Click here to listen to Mark’s interview On March 4, 2019, Amtower Off Center, host Mark Amtower interviewed Bob Lohfeld, founder and CEO of Lohfeld Consulting Group on issues regarding the bid and capture process. Topics include: Issues facing set-aside companies as they graduate to full and open competition Best informed wins Measuring your capture process Creating the best solution Defining your strengths Hosted by nationally-known speaker and consultant Mark Amtower, Amtower Off Center highlights the good, the bad, the ugly and the just plain silly of doing business in the government market. Every week experts join Mark for a lively discussion of current issues facing the government contractor community.       Bob Lohfeld, CF, APMP Fellow, serves as Chairman of Lohfeld Consulting Group.  He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and winning … Continue reading Keys to creating winning proposals | Amtower Off Center

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How Ready is Your Capture?

Using Lohfeld Consulting Group’s 12 Key Performance Indicators (KPIs) to analyze your capture effort

Reprinted with permission from APMP-NCA eZine. Assessing the quality of a capture effort is a difficult task. Any assessment is simply a snapshot in time; your capture could get better… or it could get worse. A capture readiness assessment should look at the snapshot, but also look at trends. Using Lohfeld Consulting Group’s 12 Key Performance Indicators (KPIs), you can analyze where your capture effort is today, identify areas for improvement, and then chart whether your capture trends upward in readiness for the win. When to Begin? The first question is: when should you assess capture readiness? If you are the incumbent, assessing capture readiness for the recompete begins on day one of contract award. If you are the challenger, you should assess you capture one to two years prior to RFP drop. As you inch closer towards RFP drop, you should have monthly reviews to determine progress. What are … Continue reading How Ready is Your Capture?

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Bids with No Capture

Why do companies bid work without any capture effort?

I confess. I have bid work without any previous capture effort and no first-hand knowledge of the customer’s requirements. I understand that I just violated every proposal industry best practice and I may have to return my Association of Proposal Management Professionals (APMP) certification. It is clear, bidding without any knowledge of the customer requirements greatly diminishes the chance of winning and increases transition and operational risks. So why do companies bid work without any capture effort when on paper it makes no sense? The root cause stems from how a company manages its pipeline. A company with mature pipeline practices allocates sufficient time and resources for all its capture and proposal efforts. A company with an immature pipeline has gaps between bids, has not effectively allocated capture and proposal resources, and has failed to engage with the customer. So, is it ever OK to submit a proposal on a … Continue reading Bids with No Capture

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