TArticles tagged with: risk

How to Win with Risk

Mine these diamonds and you will increase your win rate

I recently attended a conference where an important government technology leader said to industry, “Please don’t come to my office and ask me what is keeping me awake at night! It shows me you don’t understand me or my organization.” He went on to explain that there are lots of things that keep him up at night. His job was to find solutions to those problems. His office puts out plenty of information about their issues and challenges. So, if you want a meeting with him, bring ideas that will deal with the risks so he can succeed. When proposing solutions in government acquisitions, it is important to do your homework and embrace risk as part of your solution. Many companies avoid discussing risk at all. Part of the reason for this is that the government’s requirements address the risks that concern the government; therefore, they do not need to … Continue reading How to Win with Risk

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Using mind maps for proposal management activities

Visually generate, organize, structure, analyze, and classify ideas or information

I teach a proposal management class and use mind map examples for some of the lesson topics. I’m often surprised to learn that many of my students are not familiar with the mind map concept. In this article, I briefly introduce mind mapping and provide a few examples of how your proposal team can use mind maps as you prepare your proposal. What is a mind map? A mind map is a diagram used to visually generate, organize, structure, analyze, and classify ideas or information. It is an effective tool to capture and analyze information generated in brainstorming sessions. It facilitates collaboration, communication, learning, visual thinking, and problem solving. Mind maps can be used for planning, making decisions, and to facilitate outlining and writing. To create a mind map, you begin with a central concept/topic and develop related subtopics or themes around the central topic, connecting each to the center … Continue reading Using mind maps for proposal management activities

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Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Lohfeld Business Winning Webinar Q&A

Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when scoring proposals? Not knowing this makes submitting a proposal to the U.S. Government like firing a shot across their bow. What happens on the “other side” is a mystery to most contractors, and debriefs often don’t tell the whole story. Or, even half the story! This is because those who prepare proposals and those who evaluate them have vastly different perspectives. In this webinar, we release the results of our 3-year research project on how the government evaluates proposals and what capture and proposal managers need to know in order to create better, higher-scoring proposals and win more highly competitive bids. Watch the webinar replay to hear Wendy Frieman, Lohfeld Principal Consultant, provide lessons from the “other side of the … Continue reading Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

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Working with project managers on recompetes: Risk aversion versus price (Part 1)

This week, Lisa Pafe provides insights into how incumbents should work with their project managers when preparing for recompete procurements. Incumbents often proceed with the re-compete capture and proposal process with only peripheral involvement from the project manager. I believe that this attitude is part of the general problem of incumbentitis – the false sense of security, complacency, and over-confidence that results in failing to take the capture/proposal process seriously and thus losing the recompete bid. In fact, recent industry statistics indicate that incumbents do lose approximately 50% their recompetes. In the current climate of budget constraints, the customer experiences even greater tension between their natural risk aversion and the real or perceived need for fresh perspectives. They must balance low risk versus low price. Only by working closely with the project manager in the capture stage can the capture manager gain an honest assessment of the customer relationship in … Continue reading Working with project managers on recompetes: Risk aversion versus price (Part 1)

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