Reprinted with permission from APMP-NCA eZine. Assessing the quality of a capture effort is a difficult task. Any assessment is simply a snapshot in time; your capture could get better… or it could get worse. A capture readiness assessment should look at the snapshot, but also look at trends. Using Lohfeld Consulting Group’s 12 Key Performance Indicators (KPIs), you can analyze where your capture effort is today, identify areas for improvement, and then chart whether your capture trends upward in readiness for the win. When to Begin? The first question is: when should you assess capture readiness? If you are the incumbent, assessing capture readiness for the recompete begins on day one of contract award. If you are the challenger, you should assess you capture one to two years prior to RFP drop. As you inch closer towards RFP drop, you should have monthly reviews to determine progress. What are … Continue reading How Ready is Your Capture?
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 2 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals