TArticles tagged with: lessons learned

Q&A – Doing more with less – and winning more! Part 2

The typical company spends on average 10% of their revenue target on Bids and Proposals (B&P). Risks that increase the B&P budget include poor bid decisions, an immature solution, insufficient training and tools, large review teams producing comments that are not actionable, and lack of executive support. With constrained budgets and increased competition for smaller work share, contractors cannot afford to waste B&P dollars. Lohfeld Consulting Group’s Principal Consultants Brenda Crist, CPF APMP, and Lisa Pafe, CPP APMP, recently presented an interactive webinar, Doing more with less – and winning more, which highlighted how to increase productivity and win rates. Click to view the webinar replay and download the presentation. Here are some questions submitted by webinar participants and the answers Lisa and Brenda provided. Q:  Will you please describe techniques or tools you have found successful to get color review teams to score rather than read? A:  We recommend … Continue reading Q&A – Doing more with less – and winning more! Part 2

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Proposal production across the business development life cycle – phase 5 (Part 6 of 6)

In her previous post (Part 5 of 6), Briana Coleman, PPM.APMP discussed the key activities involved in Phase 4 of the typical business development (BD) life cycle: Phase 1 Opportunity identification and assessment Phase 2 Pursuit Phase 3 Pre-proposal preparation Phase 4 Proposal development Phase 5 Post-submittal In this post, Briana discusses the key production activities that you should perform in the final phase—Phase 5 Post-submittal. 1. Archive and shred! The production life cycle creates a lot of artifacts—both electronic and hard copy. Don’t forget to shred all versions of your proposal that you don’t need, and archive the ones you do. Create a central place in your office or on a network to store final proposals for in-house use or reference. Archive or delete versions of graphics in a place that is easily accessed by your graphic artists later. This may include putting a slug number on each graphic … Continue reading Proposal production across the business development life cycle – phase 5 (Part 6 of 6)

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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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Proposal scheduling – make it or break it (Part 2 of 2)

Instituting scheduling best practices before, during, and after Request for Proposal (RFP) release can help alleviate risks and improve a company’s chance of developing a compliant, compelling, and winning proposal. This week Brenda Crist, PPF.APMP and APMP Fellow shares part 2 of her time-tested advice on proposal scheduling. Part 2: Effective scheduling after RFP release and submission As soon as the RFP is released, the race against the clock starts to prepare the information needed for the Kick-off Meeting, including the schedule, compliance matrix, and writers’ packages. Start by building a bullet-proof compliance matrix. Have at least two people review the compliance matrix to verify no instruction, evaluation criteria, or requirement is missed! Use the requirements list to build a work breakdown structure (WBS). Then add additional structure to incorporate proposal management tasks including: Kick-off Meeting Contributor Training Question development Daily Standup Meetings conducted Executive Summary draft development Conceptual planning/solution … Continue reading Proposal scheduling – make it or break it (Part 2 of 2)

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