TArticles tagged with: proposal strengths

Turn that losing streak around now (or avoid a losing streak in the first place!)

Our 10 tips to help you

Nothing is more frustrating than a string of losing proposals. It demoralizes the bid and proposal (B&P) team, wastes B&P funds, and results in operations personnel losing their jobs. Despite observing some impressive losing streaks, Lohfeld Consulting Group has seen many companies turn losing streaks around. We consolidated some of our observations into the following 10 tips to help you turn around (or avoid!) a losing streak. Tip #1: Reflect Conduct lessons-learned reviews to evaluate your proposals’ strengths, weaknesses, and costs. Analyze the customers’ debriefs to assess your scores against all evaluated criteria. Contract with an unbiased third-party to assess your proposals and recommend improvements. Tip #2: Formulate your game plan Create a step-by-step plan and schedule for converting your lessons learned into actionable tasks. Implement milestone reviews and metrics to measure and assess your progress. Tip #3: Re-evaluate your pipeline Evaluate your business pipeline to verify you are bidding … Continue reading Turn that losing streak around now (or avoid a losing streak in the first place!)

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[Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

Click to watch webinar replay and download presentation Learn why you should approach your proposal from multiple entry points, rather than writing and reviewing it like a novel. Understand how to take advantage of corporate and employee stories to reinforce your value proposition. You’ll gain insight into how evaluators score and rate your proposal, why stories improve your score, and how to create stories that substantiate the discriminating Strengths of your solution. Lisa Pafe will provide 10 proposal story tips that you can put to use immediately to craft winning proposal narratives.  Who should attend: Anyone involved in solutioning, writing, and reviewing proposals should watch this webinar replay. Click to watch webinar replay and download presentation Presenter: Lisa Pafe, Vice President, Lohfeld Consulting Group Lisa Pafe, CPP APMP Fellow and PMP, is Vice President of Lohfeld Consulting Group, a premier business development, capture, and proposal consulting firm that helps companies win … Continue reading [Webinar replay available] Your proposal is not a story (and 10 tips for telling effective proposal stories!) | Lohfeld Business Winning Webinar

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Your proposal is not a story

The typical evaluator is not looking to read every page.

Many proposal practitioners think that a proposal is a story, with a beginning, a middle and an end. They assume that the Government evaluator will read the proposal like a novel, from the Executive Summary through the Appendices. Many proposal professionals think that they should avoid repeating important information because that may create redundancy. In addition, to save page real estate, proposal writers often extensively cross reference other proposal sections instead of writing fully to the requirements. Evaluators Search the Proposal When we write a proposal like a story, we overlook how Government evaluators actually review and score our proposals. Government evaluators use a scoresheet based on the evaluation factors to check the proposal for compliance and to identify Strengths, Weaknesses, Deficiencies and Risks to justify a final score or rating. To achieve a better than “Acceptable” rating, a proposal must be rich in discriminating Strengths that outbalance any Weaknesses … Continue reading Your proposal is not a story

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The Great Proposal: A True Story

Solutioning to strengths when faced with a recompete

The great proposal did not start out great. In the beginning, fifteen months prior to RFP release, there were the usual problems we faced when preparing for a recompete. Red flags included project start-up issues that resulted in mediocre CPARS ratings, difficult client relationships, competing stakeholder demands, customer turnover on the acquisition side, and no dedicated Capture Manager or Capture Plan. Since this recompete represented the company’s largest Federal contract, the CEO knew she had to take action. And that’s when the trajectory, which had been turning towards a possible proposal loss, started to reverse course. Capture Readiness Assessment The Capture Readiness Assessment included interviews and document review based on Lohfeld Consulting Group’s 12 Key Performance Indicators (KPIs). The resulting scorecard revealed an average score of 3.5 out of ten. This score is not unusual more than a year ahead of RFP release, and we assured the team that we … Continue reading The Great Proposal: A True Story

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