TArticles tagged with: proposal managers

Government Matters | Francis Rose and Bob Lohfeld discuss 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 10 Steps to creating high-scoring proposals

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Show me the money! (Part 5) Pipeline development: identifying relevant opportunities for pursuit

A Go-to-Market strategy series

Not to beat the same drum too much, but it is important to remember that research is king! As we reviewed in previous posts, conducting in-depth internal research of who you are, what you do, and how you do it is the first crucial step to uncovering the right target markets, positioning you to determine relevant opportunities, and providing the understanding of where you can make an impact. The second crucial step is the external research that determines where you are, where you want to be, and how to get there—what makes the most sense to your fundamental product and service offerings. For example, if you are a marketing services company that has concentrated in the healthcare field, your focus should not stray from that in your initial goals to expand with current customers and attract new customers. Therefore, it makes sense to focus your opportunities search within HHS, VA, … Continue reading Show me the money! (Part 5) Pipeline development: identifying relevant opportunities for pursuit

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An introduction to editing for non-editors (Part 2) – copy editing

In part 1 of this series, I explained the difference between content editing (big picture re-writes) and copy editing (fine-tuned corrections), and lamented that we’re not all lucky enough to work in proposal shops with dedicated editors. Too often, proposal managers and project staff are asked to edit proposals when they aren’t expert editors. This is overwhelming because there are too many rules and nuances in grammar to expect a non-expert to find and fix them all. The good news is that evaluators aren’t typically grammar experts either. This means evaluators typically only care about errors that are glaringly obvious, look sloppy, or make writing hard to understand. Instead of trying to fix every mistake (impossible!), non-experts tasked with editing a proposal—presumably under an unrealistic timeline—should prioritize the following five editing concerns. 1. Implement consistency in bulleted lists Bullets make important text stand out, so errors in bulleted lists stand … Continue reading An introduction to editing for non-editors (Part 2) – copy editing

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Show me the money! (Part 4) Effective messaging and communications to attract and engage customers

A Go-to-Market strategy series

As any gardener knows, without the proper care, your plants won’t grow and flourish! Well, the same can be said for your business. You must plan, prepare, and implement the proper care for success, such as developing an appropriate brand position, crafting relevant marketing messages, and determining the right media mix to attract, influence, and engage customers. In this part of our GTM strategy, we’ll review the importance of developing a brand position and marketing strategy/messaging campaign, using brand, image and promotion development tactics. Brand positioning Brand positioning is the process of positioning your brand in the mind of your customers. When a company uses a smart, forward-thinking approach, it’s more likely to have a positive influence on its position in the eyes of its target customers. In the effort to position your brand, it’s important to identify and attempt to own a marketing niche for your product or service … Continue reading Show me the money! (Part 4) Effective messaging and communications to attract and engage customers

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