TArticles tagged with: features and benefits

NEW Lohfeld book released – 10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters

We’re excited to introduce our latest book to you—10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters—now available on Amazon in paperback and Kindle formats. Here’s an overview of our new book. (You can find out more about our other five books here.) Introduction Beth Wingate, President Bob Lohfeld developed the 10 steps to creating high-scoring proposals presentation that he and I expanded into this book to share our modern perspective on proposal management and what matters within the proposal process with our customers. We’re using these 10 steps to help our customers concentrate on what’s really important in proposal development and on best practices that may have fallen to the wayside because of different priorities within their organizations. In this book, Bob will walk you through the source selection decision-making process and what the government evaluators and the final decision maker look … Continue reading NEW Lohfeld book released – 10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters

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7 proposal secrets that will increase your win rate – webinar replay

Take your proposals from good to great

Proposal reviews are often unproductive and fail to yield positive results as measured by proposal wins. Applying our proven methodology doubles win rates by giving proposal evaluators what they want: features and benefits that can be scored as strengths. In this webinar, Lohfeld Consulting Principal Consultant Lisa Pafe, CPP APMP, PMP,  shares 7 secrets to improve your color team reviews and take your proposals from good to great. Click to watch the webinar and download the webinar presentation. Webinar presenter: Lisa Pafe brings 24 years’ experience in management consulting, marketing, business development, project management, and proposal management. Her experience also encompasses project management, business process improvement, and organizational change management. She is a Project Management Institute (PMI) certified Project Management Professional (PMP) and holds APMP Professional-level certification (CPP APMP). She is a trained Internal Auditor for ISO 9001:2008. Lisa has managed hundreds of winning government proposals and brings extensive experience … Continue reading 7 proposal secrets that will increase your win rate – webinar replay

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The art of the data call: 4 data calls you can issue today

In today’s blog post, Lisa Pafe follows up on her previous data call-related advice with insights on how to develop data calls during the capture phase of your business development activities… My previous blogs discussed what you can do pre-RFP to tie your data call to the win strategy and how to get proof points that POP. But, what are the elements of the data call and who should complete it? Below are specific examples of data elements that will help you create and issue data calls during the capture stage. Staffing data call (Points of contact (POCs): HR and Recruiting) Personnel details (clearances, education, certifications, domain areas) Recruiting statistics (average time to fill positions, number of recruiters, size of recruiting database, recruiting sources) Retention rate (company-wide and project-specific) Meatball charts (experience versus functional or technical requirements) Representative resumes Past performance data call (POCs: Project Managers, SMEs, Proposals, and Contracts) … Continue reading The art of the data call: 4 data calls you can issue today

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The art of the data call: 7 questions to ask pre-RFP

In today’s blog post, Lisa Pafe provides advice on 7 questions to ask before RFP release… Over the past few months, I have served as a Color Team Reviewer on many proposals that, while compliant, had a glaring lack of proof points. When I debriefed the team, I told them that they had forgotten an important proposal task: the team-wide data call. Unfortunately, too many companies limit data calls to resumes, past performance, and a company bio of revenues and full time employees (FTE). But, a data call should go beyond compliance; it must form the basis of persuasion. Persuasion is what makes your proposal compelling. Data calls provide the grist for win themes, discriminators, features and benefits, call-out boxes, and action captions. At the most basic level, the data call is an information-gathering request, internal to your company and external to teaming partners, which specifies: Who: the point of … Continue reading The art of the data call: 7 questions to ask pre-RFP

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