TArticles tagged with: proposal management

Join our team at the 2017 APMP-NCA Mid-Atlantic Conference & Expo

October 13, 2017 | Westin Tysons Corner, VA

Join us at the 2017 APMP-NCA Mid-Atlantic Conference (MAC) for a jam-packed day of presentations by business development, capture, and proposal professionals. This year’s conference theme: Potential Unlimited! Everyone wants to realize their maximum potential in whatever their chosen profession. How do you do that in the world of business development, capture management, and proposal development? The APMP-NCA 2017 MAC will help you and your organization maximize your potential by learning from some of the top professionals in the country. The four program tracks – Technologies, Transitions, Creativity, and Success – are designed to inspire, motivate, educate, and rejuvenate you. The sessions will provide tangible takeaways – specific tools, techniques, and practices – that you can bring back to your day-to-day work. You’ll also have an opportunity to participate in a vigorous exchange of ideas with fellow BD/capture/proposal professionals. Whether you come to the conference looking for inspiration, motivation, rejuvenation, or … Continue reading Join our team at the 2017 APMP-NCA Mid-Atlantic Conference & Expo

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APMP-NCA Annual Capture Breakfast 2017

Location: Fairview Park Marriott, Falls Church, VA Time: 7:30 a.m. – 11:30 a.m. Join APMP-NCA for an informative and engaging morning to discuss how to WIN! The breakfast will be kicked off by an enthusiastic keynote speaker, Mrs. Stacey Piper. The remainder of time will be roundtable breakout discussions on topics surrounding win strategies, including customer relationships, no-bid decisions, and teaming strategies. You’ll hear from the industry’s best on their viewpoints and take away pointers and guidance that you can apply in the opportunities you pursue. Visit our Lohfeld Consulting Group exhibit, visit with our team, and pick up a copy of one of our capture-related books! Click to register for this APMP-NCA event Keynote: Stacey Piper–President, Stacey Piper Consulting; former VP Federal Marketing, ICF Presenters: Heather Gray, GDIT, Director, Capture Management Kirste Webb, Information International Associates, VP, Business Development Christy Hollywood, Cardno, VP, Business Development Cora Murphy, Evermay Consulting … Continue reading APMP-NCA Annual Capture Breakfast 2017

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Highlight your strengths

Features tell, benefits sell…but in the federal space, strengths result in the win

We all know the adage: features tell, but benefits sell. This tired, old adage of how to sell is true, but in the federal space, strengths result in the win. Government evaluators typically review your proposal using a scoresheet. In accordance with Federal Acquisition Regulations (FAR,) they must evaluate the bid based solely on the evaluation factors and subfactors as well as their relative importance. To do so, they must document strengths, weaknesses, deficiencies, and risks. Government evaluators search your proposal for information they need to document findings properly. Evaluators treat your proposal like an encyclopedia to search for potential strengths, weaknesses, deficiencies, and risks. Typically, evaluators review and score specific proposal sections rather than the entire bid. They do NOT read the proposal like a novel from page one to the end. Often, they do not bother to read sections that are not scored, such as the transmittal letter … Continue reading Highlight your strengths

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Government Matters | Francis Rose and Bob Lohfeld discuss Bob’s new book, “10 Steps to creating high-scoring proposals”

A modern perspective on proposal development and what really matters

Government Matters (ABC7 and NewsChannel 8) host Francis Rose and Bob Lohfeld discuss Bob’s new book, 10 Steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters, and how government contractors can apply these principles to grow their businesses. — — In this book, we share our modern perspective on proposal management and what matters within the proposal process. We’re using these insights to help our customers concentrate on what’s truly important in proposal development and on best practices that may have fallen to the wayside in their companies. Available on Amazon.com (paperback and Kindle) – click to order We examine the Federal Government source selection decision-making process and what the government evaluators and the final decision maker look for as they review your proposals. We discuss our strength-based solutioning process and the difference between features and benefits—and how to really make your proposal stand … Continue reading Government Matters | Francis Rose and Bob Lohfeld discuss Bob’s new book, “10 Steps to creating high-scoring proposals”

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