TArticles tagged with: Executive Summary

Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Lohfeld Business Winning Webinar Q&A

Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when scoring proposals? Not knowing this makes submitting a proposal to the U.S. Government like firing a shot across their bow. What happens on the “other side” is a mystery to most contractors, and debriefs often don’t tell the whole story. Or, even half the story! This is because those who prepare proposals and those who evaluate them have vastly different perspectives. In this webinar, we release the results of our 3-year research project on how the government evaluates proposals and what capture and proposal managers need to know in order to create better, higher-scoring proposals and win more highly competitive bids. Watch the webinar replay to hear Wendy Frieman, Lohfeld Principal Consultant, provide lessons from the “other side of the … Continue reading Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

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12 Ways to mitigate proposal strategy review risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Proposal Strategy Review Risks and recommended Mitigation Strategies: Proposal strategy review is not held. Hold a proposal strategy, storyboard, or pink team review approximately one-third of the way into the proposal life cycle. Not holding a review results in inconsistent messages communicated across the proposal or missing key win themes and substantiating evidence. Proposal is inconsistent with customer instructions. Verify your storyboards or strategy (writing plan) is consistent with the customer’s instructions for preparing the bid. No key personnel identified. By the proposal strategy review, storyboard, or pink team review, your company should have key personnel identified. If this risk is not mitigated, escalate it to the highest source. By the time the document is prepared for final review, all key personnel must be identified. … Continue reading 12 Ways to mitigate proposal strategy review risks

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6 Early-stage proposal products to identify and develop

More adventures start with a lack of planning. –Capt. Dick Shakeshaft, Keynote Speaker, APMP Nor’easters 2011 Fall Symposium Keeping a proposal team on a winning track means getting an early start on the proposal. Arguably, the most important activity during the Pre-proposal Preparation Phase is preparing proposal products early. While each RFP contains unique questions that are difficult to anticipate, we can get a head start on many standard proposal sections during this phase. Identify proposal products typically included in similar or related bids for this client, and begin developing these sections before RFP release. Typically, these products include: Resumes Past performance summaries Graphics Plans (quality, safety, program management, transition, small business, etc.) Executive summary Orals presentation This allows you to spend post-RFP release response time revising, reviewing, and polishing content versus writing it from scratch. Early writing has many benefits. Writers begin writing to outlined content while the outline … Continue reading 6 Early-stage proposal products to identify and develop

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