Using the High-Risk List to Support Capture
If your company is looking to help the government solve its most distressing problems, look no further than the Government Accountability Office’s (GAO) High-Risk List. The programs on GAO’s list… Continue reading Using the High-Risk List to Support Capture
Pop Quiz – How Likely are You to Win Your Recompete?
Pop Quiz – How Likely are You to Win Your Recompete? Table 1 contains a list of reasons why companies win recompetes. Take the quiz to determine how likely you… Continue reading Pop Quiz – How Likely are You to Win Your Recompete?
How many staff members does it take to turn a widget running at 1,000 miles an hour? A staffing rationale explains how the number, type, and mix of personnel you propose… Continue reading Staffing Rationale
Beware the dangers of groupthink
This article was originally published January 10, 2020 on WashingtonTechnology.com Proposal color team reviews don’t work. Why? In many cases, proposal reviewers make two critical mistakes: They read the proposal… Continue reading Beware the dangers of groupthink
Bids with No Capture
I confess. I have bid work without any previous capture effort and no first-hand knowledge of the customer’s requirements. I understand that I just violated every proposal industry best practice… Continue reading Bids with No Capture
Think Positive for Positive Results
We’ve all heard the saying about the glass being half empty or half full. Your answer to this question can have profound effects on your proposal group and your bottom… Continue reading Think Positive for Positive Results
Seven Keys to Successful Solutioning
A compelling solution speaks directly to what the customer values. It details your discriminating value proposition: how your solution exceeds customer expectations for quality, timeliness, cost-effectiveness, compliance, mission success and/or… Continue reading Seven Keys to Successful Solutioning
How much should we spend on capture versus proposal activities?
Recently, we worked with Market Connections to conduct a short poll of federal government contractors regarding the effects of sequestration and the government shutdown on the government contracting community—and the… Continue reading How much should we spend on capture versus proposal activities?
How experts got involved in capture and proposals – and what keeps them coming back: Part 1 of 3
Ask anyone working in the capture or proposal profession how they got started in this “crazy” business (check out my “war stories” blog series), and you’ll get a different answer… Continue reading How experts got involved in capture and proposals – and what keeps them coming back: Part 1 of 3
Strategies and tactics to bring your team to a win – Part 3: Norming, performing, and adjourning
Recently we asked Lisa Pafe, Lohfeld Consulting Group Principal Consultant, to share her thoughts on the five stages of teamwork and how to jump-start team performance… In previous blog posts,… Continue reading Strategies and tactics to bring your team to a win – Part 3: Norming, performing, and adjourning