TArticles tagged with: resumes

50 Words and Phrases to Use in Resumes

Persuade evaluators that your candidate is best placed to perform the work and implement your solution

Customers look for candidates, who understand their work, and possess the skills to help them achieve their objectives and overcome challenges. Customers also look for candidates, who have achieved recognition from their customers and industry and who show thought leadership and innovative approaches. Resumes that merely present a laundry list of tasks the candidate has performed will not score well as compared to resumes that describe how the candidate met and exceeded the customer’s requirements. If evaluators find the technical, management, and past performance scores are tight between competitors, resumes can often become the deciding factor for the win.  Using words or phrases that persuade evaluators that your candidate is best placed to perform the work and implement your solution can increase your proposal score. The next time you want to write a resume consider using one of the following 50 words and phrases to highlight your candidate’s qualifications and … Continue reading 50 Words and Phrases to Use in Resumes

Continue reading...

Make the annual update of resumes a win-win proposition

Most companies have a policy that employees must update their resume annually; however, few companies enforce the policy. When employees do not update their resumes, the company loses valuable past performance information and proof points for proposals, and the employee loses the opportunity for recognition. For example, I was assigned to update the resume of a programmer who worked onsite with the customer far from the company’s headquarters. After talking to him, I found the Patent and Trademark Office awarded him several patents on behalf of the customer, which saved the customer millions of dollars. The customer was well aware of this contribution, but the company was not. Most employees who comply with the policy to update their resumes annually normally only add a brief sentence or two about their new responsibilities. In general, they explain the duties they perform, but not how well they performed them or if their … Continue reading Make the annual update of resumes a win-win proposition

Continue reading...

Working with project managers on recompetes: project manager as proposal SME (Part 3)

Lisa Pafe’s previous blogs discussed how capture and project management can work together during recompetes to influence the customer and gather competitive intelligence. This week, Lisa discusses how the project manager must work with the proposal manager to provide essential information for the recompete proposal itself. In addition to providing customer and competitive intelligence, the project manager also has a role to play in helping the proposal manager gather artifacts that can be used as proof points for discriminators. Additionally, the project manager serves as an essential subject matter expert (SME) for the recompete. Before RFP release, the proposal manager should make a list of the artifacts the project team must gather to help support and prove the win themes, features and benefits, and discriminators. Some items the project manager can continuously gather and share include: Congratulatory emails Awards and certificates of appreciation Customer quotes and kudos Award fees achieved … Continue reading Working with project managers on recompetes: project manager as proposal SME (Part 3)

Continue reading...

Don’t make these mistakes – 12 past performance lessons learned

Here are some of our Lohfeld Consulting Group team’s top past performance-related lessons learned from our collective experience managing and submitting thousands and thousands of proposals over our careers. In terms of populating your past performance repository (every company must have one), enforce a company-wide policy for project/program managers (PM) to develop detailed past performances for every project. Enforce the policy, update the past performances every 6 months, and provide PMs with incentives for compliance. Develop comprehensive templates for collecting past performance information in an effort to answer likely solicitation questions. For example, ask PMs to define objectives achieved, schedule compliance, cost compliance, businesslike concern for customer interests, problem resolution, tools/technologies, etc. Before asking PMs to update past performance descriptions, provide them with training and instructions. All past performance summaries must be accomplishment oriented. They should indicate what you did and how well you did with lots of factoids and … Continue reading Don’t make these mistakes – 12 past performance lessons learned

Continue reading...