TArticles tagged with: compelling

A winning proposal isn’t always the best

A proposal can be the winner for reasons unrelated to proposal quality

This article was originally published March 4, 2020 on WashingtonTechnology.com Is a winning proposal a good proposal? Some argue that by definition, yes, a win is a good proposal. However, we all know that a proposal can be the winner for reasons unrelated to proposal quality—such as a price shoot out. Therefore, when we look back at our win-loss track record, we miss a lot of important data if wins and losses are the only measures of successful performance. As a result, we may re-use a poor-quality proposal or dismiss a losing proposal that has some successful elements. Are your proposals good? In a Deltek webinar, Bob Lohfeld polled the audience to ask: “Are your proposals compliant, responsive, AND compelling?” Interestingly, only 15 percent of 150-plus respondents believed that their proposals were consistently achieving all three measures of quality. Another 35 percent responded that their proposals sometimes achieved all three. … Continue reading A winning proposal isn’t always the best

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7 more changes experts would make to the BD, capture, and proposal process

“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

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The art of the data call: proof points that POP

In today’s blog post, Lisa Pafe follows up on her 7 questions to ask before RFP release with insights on crafting effective data calls… In my previous blog, I discussed 7 questions to form the basis of the data call. But, how do you ensure that your proof points are any good? Here are some examples of typical bland proposal statements that beg the reader to ask for proof: We enjoy high levels of customer satisfaction. How high? We have low employee turnover. Compared to what? We offer relevant experience. In what? We have the personnel reach back to rapidly staff task orders. Prove it! By crafting an effective data call, you get proof points that POP as shown in the following examples. P: Persuasive We will meet or exceed performance expectations. In all 12 of our Past Performance Information Retrieval System (PPIRS) ratings for eight agencies over the past … Continue reading The art of the data call: proof points that POP

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Strategies and tactics to bring your team to a win – Part 3: Norming, performing, and adjourning

Recently we asked Lisa Pafe, Lohfeld Consulting Group Principal Consultant, to share her thoughts on the five stages of teamwork and how to jump-start team performance… In previous blog posts, Lisa discussed how to move your proposal team quickly through the forming and storming stages of team behavior. In the norming and performing stages, your proposal team members are more comfortable with their roles and responsibilities. Here are some strategies to move your team through norming and performing into adjourning. Communicate. To ensure high performance, use praise and constructive, actionable criticism as needed. Continue to communicate, ensure clarity, and resolve conflicts. As people take more responsibility, you need not be quite as directive, as long as you are able to review daily agile iterations from team leads. Circumvent. Quite often, a team member or two refuses to norm and perform. You may have to remove them from the team if … Continue reading Strategies and tactics to bring your team to a win – Part 3: Norming, performing, and adjourning

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