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
Welcome! Over the next few weeks, we will be posting a series on the importance of Go-to-Market (GTM) Strategy—a significant tool for successful business development and sales efforts. So, let’s start at the beginning. What is Go-to-Market? While the term seems self-explanatory (no, it is not about a trip to the grocery store), developing and executing an actionable GTM strategy can elude even the most experienced professionals. And, regardless of where your company is in the spectrum of selling to the Federal Government, you need to seriously consider a solid, executable GTM strategy. A GTM strategy is an action plan for your organization, specifically developed using internal and external research that outlines how to reach customers and achieve competitive advantage. The purpose of the GTM strategy is to provide a roadmap for delivering your products and/or services to the end customer, understanding such factors as pricing and distribution. Even if … Continue reading Show me the money! (Part 1) What is Go-to-Market?