Project managers and SMEs are the backbone of many organizations. They have a combination of technical knowledge and communication skills that effectively feeds needed information to customers, bosses, and subordinates. You would think that such people would be great proposal writers, but many of them struggle to contribute responsive and compelling proposal content. Even those who are champion report writers or study leaders can have problems developing great proposal content. Why is this? Let’s look at the job of a project manager. She is charged with delivering some sort of product or service. Regularly, she must explain the objectives and approaches being taken to deliver that product/service. She is providing information about progress and obstacles, and making recommendations to upper management, customers, even subordinates about courses of action to address the issues and challenges of the moment. Most of her communication is about informing people about aspects the project—about the … Continue reading A Way to Help Project Managers and SMEs Write Better Proposals
Proposal professionals are some of the hardest working people in any company. Despite their hard work, they may face a losing streak from time to time. These losses can erode their confidence, adversely affect working relationships, and even trigger job-hopping. Everyone faces losses at one time or another. For example, Steve Jobs is considered one of the greatest entrepreneurs of our generation, yet he prevailed despite numerous losses. When Apple and Lisa sales fell flat in 1985, he was ousted from his position as President. After leaving Apple, he founded NeXT, whose profits floundered. Ultimately, he purchased Pixar, returned to Apple, and the rest is history. In 2005, he gave an inspiring speech to Stanford University students about winning and losing. “I didn’t see it then, but it turned out that getting fired from Apple was the best thing that could have ever happened to me. The heaviness of being … Continue reading How to Beat a Losing Streak
Bob Lohfeld, Lisa Pafe, and Beth Wingate discuss the keys to capture management – including market strategies, pipeline development, and proposal preparation – with Roger Waldron on Federal News Radio’s “Off the Shelf”. Click to listen or download the interview The team shares insights on strength-based solutions, proposal quality standards, and visual communications. Bob Lohfeld also provides his unique insights on current market trends, the increase in competition, and the role of multiple award contracts. Finally, the Lohfeld team provides suggestions on how to improve win rates. Hosted by Roger Waldron of the Coalition for Government Procurement, Off the Shelf interviews federal contracting experts from both inside and outside of government on the issues that matter most.
How experts got involved in capture and proposals – and what keeps them coming back: Part 2 of 3 “How did you get started in capture/proposals?” is a question often asked when meeting new colleagues at a conference, seminar, meeting, or around a war room conference table. Answers vary from person to person and company to company, but most often practitioners became “accidental” capture or proposal professionals and discovered they love the excitement, colleagues, and “thrill of victory.” I asked a number of colleagues from small to large businesses how they got started in capture/proposals – and what keeps them coming back for more. Here are their responses. I fell into proposals when I was a programmer years ago. The company found out that I could write well and asked me to contribute to the technical approach on a proposal. As I moved from programmer to technical lead to project … Continue reading How experts got involved in capture and proposals – and what keeps them coming back: Part 2 of 3