Hindsight is 2020. You don’t want to look back at 2020 and regret missed opportunities. The new year brings a lot of uncertainties – but one thing IS certain. To win, you need to differentiate your company and your offers from the competition. The new fiscal and calendar year bring budget uncertainties, flat budgets due to cost cutting initiatives combined with modernization and emerging technologies, and perhaps even threat of recession. Opportunities to win new business and retain existing contracts may shrink due to these trends as well as category management and Smart Buying initiatives. Staying viable requires a carefully crafted discriminating value proposition in a crowded marketplace. To remain relevant in 2020 and beyond, prepare yourself and your employees. Harvard Business Review recently stated that “The future of learning is three ‘justs’: just enough, just-in-time, and just-for-me. It means that training is going to have to be just as … Continue reading Prepare for 2020 with Training!
Contractors often struggle to define a discriminating value proposition. While a value proposition is certainly comprised of your service or product solution, it also incorporates your past performance. A proposal demonstrates to the Government a company’s prospective ability to perform the work. How does the Government gain confidence in your prospective ability to deliver your solution at high quality and low risk? By examining your past performance, both on relevant contracts, as well as trends across time. Past Performance Ratings Are Trending Towards Satisfactory Past performance is almost always an evaluation factor whether you are bidding a competitive best value trade-off opportunity, Low Price Technically Acceptable (LPTA), sole source, or other procurement methods including Other Transaction Authority (OTA) contracts. Yet, recent analysis shows that more and more Contracting Officers (COs) are grading their contractors as Satisfactory in the Contractor Performance Assessment Reporting System (CPARS). Overall, from 2010-2017, the percentage of Satisfactory ratings … Continue reading Five Tips to Improve Past Performance Ratings
Lohfeld Consulting Group’s Strength-Based Winning training helps you vet, solution, articulate and deliver a compelling proposal that speaks directly to what the customer values. Our students learn how to develop a discriminating value proposition that government evaluators will award top scores. Recent updates to our training content now help you stand out in a crowded marketplace even more effectively. New Federal government case study: Our standard class offering now includes five team activities based on one case study and solicitation. Students learn how to identify potential strengths and weaknesses, vet Strengths and mitigate weaknesses, solution to Strengths, articulate the solution in proposal writing, and conduct effective Strength-based color team reviews using Government scoresheets. We also offer the opportunity for tailoring content for on-site classes: give us a capture plan, RFP and corresponding proposal, and we will develop a tailored case study that reflects your typical business opportunities. Strength-based task order … Continue reading Strength-Based Winning: Training Refresh
As BD professionals, we care about ALL information assets of our organizations. More than any other group, we appreciate the potential value, from competitive differentiation to reusable content to proof points to innovations, awards, and recognitions. The list goes on. All of this intelligence represents potential content for proposals. Thus, it is essential that we take an active role in the establishment and maintenance of a content library. This session will explore strategies to define the library; engage organizational components in sharing/contributing to the library; ensuring data is relevant and current; and using the content library to produce winning proposals. A well-managed content library will save significant time and effort crafting future responses. An added benefit is that it also brings your organization together in pursuit of a common goal: winning new business. Why this session is important: Asset integration and content management challenges and limitations may arise from start-up … Continue reading Improve Win Rates through Asset Integration and Content Management