TArticles tagged with: Lohfeld Consulting Group

50 Words and Phrases to Use in Resumes

Persuade evaluators that your candidate is best placed to perform the work and implement your solution

Customers look for candidates, who understand their work, and possess the skills to help them achieve their objectives and overcome challenges. Customers also look for candidates, who have achieved recognition from their customers and industry and who show thought leadership and innovative approaches. Resumes that merely present a laundry list of tasks the candidate has performed will not score well as compared to resumes that describe how the candidate met and exceeded the customer’s requirements. If evaluators find the technical, management, and past performance scores are tight between competitors, resumes can often become the deciding factor for the win.  Using words or phrases that persuade evaluators that your candidate is best placed to perform the work and implement your solution can increase your proposal score. The next time you want to write a resume consider using one of the following 50 words and phrases to highlight your candidate’s qualifications and … Continue reading 50 Words and Phrases to Use in Resumes

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20 tips for conducting smooth client demos and oral presentations

Final preparation and follow-up checklist

Here are 20 tips for conducting smooth client demos and oral presentations. (The most important tip is to be well-prepared to deliver the presentation and respond to potential questions from the customer under pressure!) Checklist: Things to set up before the presentation Perform updates or upgrades on the computer well before the presentation to prevent untimely disruptions, and turn off automatic notifications from all programs. To mitigate hardware issues, have backup equipment available. For example, use one PC to deliver the presentation and the other to preclude an equipment failure, serve as a teleprompter or knowledge-base, and support back-channel communications. To mitigate delivery failure, download copies of the slides and script to your PC, print a hardcopy of the presentation and script, and designate a backup to take over in case of failure. Provide online presenters with a common slide background. The background should list their company name, name, title, … Continue reading 20 tips for conducting smooth client demos and oral presentations

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Tips for shredding RFPs quickly and accurately

Being able to shred RFPs and develop compliance matrices and outlines quickly is essential

Most companies want to minimize the time spent preparing Requests for Proposal (RFP) compliance matrices without skimping on accuracy. Typically, companies allow one to three days from the time they receive an RFP to the time the kickoff meeting occurs. Within that timeframe, proposal managers must also create kickoff slides, complete the proposal schedule, arrange team communications, prepare outlines and templates, and coordinate staff and logistics. So, being able to shred RFPs and develop compliance matrices and outlines quickly is essential. Consider these factors before selecting the most efficient path to shredding RFPs and developing compliance matrices and outlines. Is the RFP simple, or is it large and complex with multiple documents? Does the RFP follow a straightforward organization with defined sections for instructions, evaluation criteria, and a statement of work (SOW)? Does the RFP use key words such as will, shall, and must to identify requirements? Are the instructions, … Continue reading Tips for shredding RFPs quickly and accurately

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When to stop last-minute changes

Consider the type of change you are making and how it affects proposal timeliness and quality

One of a proposal team’s biggest frustrations is last-minute changes, which can introduce errors into written proposals or cause synchronization issues with oral proposal slides and scripts. Before making last-minute changes consider the type of change you are making and how it affects proposal timeliness and quality. Table 1 Column 1 lists welcome changes that can make a proposal more compelling or increase its score. Table 1 Column 2 lists unnecessary changes that may cause significant work, burn out team members, and not increase a proposal’s score. Table 1. Types of last-minute changes to consider If you routinely get a lot of last-minute changes: Provide leadership with a schedule and specify how last-minute changes affect delivery. Ask leadership to describe how unnecessary changes can improve the proposal’s score. Explain how the last-minute changes affect quality, timeliness, and team morale. By negotiating last-minute changes and picking your battles, you can gain … Continue reading When to stop last-minute changes

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