TArticles tagged with: Pursuit Phase

How to deal with contracting offices that don’t allow interaction with industry?

During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture and proposal management and discussed how these are changing the competitive landscape for companies looking to increase their win probabilities. Bob answered a number of questions for webinar participants during and after the webinar. This blog series presents those questions and Bob’s answers. Q: With respect to testing our proposed solutions with the customer to obtain feedback, how do you deal with contracting offices that do not allow interaction even well in advance of even a draft RFP? A: You want to validate your assumptions and test your solution with the customer before locking these down. If you are pre-RFP and the contracting officer won’t allow discussions, then that individual is doing you an injustice, and hopefully you can use … Continue reading How to deal with contracting offices that don’t allow interaction with industry?

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10 Ways to mitigate pursuit phase risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Pursuit Phase Risks and recommended Mitigation Strategies: Is the bid a strategic fit for your company? If no, consider not bidding. Do you understand the customer’s requirements? Use the time during the pursuit phase to learn more about the customer’s requirements. Do you know who constitutes your competition? Use this time to learn more about the competition through open-source documents, employees, partners, vendors, and hired consultants. Do you have advocacy with the customer? Use this time to introduce your solution to the customer and demonstrate how it will benefit operations. If you are the incumbent, demonstrate how you add value to the customer’s current and near-term operations. Make recommendations for improving long-term operations during the course of the contract. Does the bid meet your company’s … Continue reading 10 Ways to mitigate pursuit phase risks

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