TArticles tagged with: Lohfeld Consulting Group

Turn that losing streak around now (or avoid a losing streak in the first place!)

Our 10 tips to help you

Nothing is more frustrating than a string of losing proposals. It demoralizes the bid and proposal (B&P) team, wastes B&P funds, and results in operations personnel losing their jobs. Despite observing some impressive losing streaks, Lohfeld Consulting Group has seen many companies turn losing streaks around. We consolidated some of our observations into the following 10 tips to help you turn around (or avoid!) a losing streak. Tip #1: Reflect Conduct lessons-learned reviews to evaluate your proposals’ strengths, weaknesses, and costs. Analyze the customers’ debriefs to assess your scores against all evaluated criteria. Contract with an unbiased third-party to assess your proposals and recommend improvements. Tip #2: Formulate your game plan Create a step-by-step plan and schedule for converting your lessons learned into actionable tasks. Implement milestone reviews and metrics to measure and assess your progress. Tip #3: Re-evaluate your pipeline Evaluate your business pipeline to verify you are bidding … Continue reading Turn that losing streak around now (or avoid a losing streak in the first place!)

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[Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

Click to watch webinar replay and download presentation Learn why you should approach your proposal from multiple entry points, rather than writing and reviewing it like a novel. Understand how to take advantage of corporate and employee stories to reinforce your value proposition. You’ll gain insight into how evaluators score and rate your proposal, why stories improve your score, and how to create stories that substantiate the discriminating Strengths of your solution. Lisa Pafe will provide 10 proposal story tips that you can put to use immediately to craft winning proposal narratives.  Who should attend: Anyone involved in solutioning, writing, and reviewing proposals should watch this webinar replay. Click to watch webinar replay and download presentation Presenter: Lisa Pafe, Vice President, Lohfeld Consulting Group Lisa Pafe, CPP APMP Fellow and PMP, is Vice President of Lohfeld Consulting Group, a premier business development, capture, and proposal consulting firm that helps companies win … Continue reading [Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

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MULTI-PART SERIES: The Competitive Range – Up close and personal, Part 6

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this final installment, Doug asks Jacob about focusing on the competitive range as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] The bundle contracts are getting bigger, and the task orders within them also are getting bigger. There are higher-value targets coming up now. What should industry in general, whether it’s large or even small businesses, focus on so that they stay in the competitive range, in terms of cost, and perhaps other things as well? [Jacob] While I was at GSA, one of the things we studied was the competition rates on managed vehicles like GSA schedules and GWACs and then also … Continue reading MULTI-PART SERIES: The Competitive Range – Up close and personal, Part 6

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MULTI-PART SERIES: Influencing the Acquisition process and LPTA solicitations – Up close and personal, Part 5

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this fifth installment, Doug asks Jacob about influencing the Acquisition process and LPTA solicitations as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] Let’s turn to the Acquisition process. We are often asked about low price technically acceptable (LPTA) evaluations. I would say on a personal experience that they are less common perhaps than they used to be a few years ago, but they’re still being used. And in fact, they’re being used in some areas that could sort of surprise us, in IT, cybersecurity, things like that—sort of inherently innovative bidding areas. And yet we see LPTA being used. We would love … Continue reading MULTI-PART SERIES: Influencing the Acquisition process and LPTA solicitations – Up close and personal, Part 5

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