TArticles tagged with: strength-based solutioning

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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A winning proposal isn’t always the best

A proposal can be the winner for reasons unrelated to proposal quality

This article was originally published March 4, 2020 on WashingtonTechnology.com Is a winning proposal a good proposal? Some argue that by definition, yes, a win is a good proposal. However, we all know that a proposal can be the winner for reasons unrelated to proposal quality—such as a price shoot out. Therefore, when we look back at our win-loss track record, we miss a lot of important data if wins and losses are the only measures of successful performance. As a result, we may re-use a poor-quality proposal or dismiss a losing proposal that has some successful elements. Are your proposals good? In a Deltek webinar, Bob Lohfeld polled the audience to ask: “Are your proposals compliant, responsive, AND compelling?” Interestingly, only 15 percent of 150-plus respondents believed that their proposals were consistently achieving all three measures of quality. Another 35 percent responded that their proposals sometimes achieved all three. … Continue reading A winning proposal isn’t always the best

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Strength-Based Winning: Training Refresh

Learn how to develop a discriminating value proposition that government evaluators will award top scores.

Lohfeld Consulting Group’s Strength-Based Winning training helps you vet, solution, articulate and deliver a compelling proposal that speaks directly to what the customer values. Our students learn how to develop a discriminating value proposition that government evaluators will award top scores. Recent updates to our training content now help you stand out in a crowded marketplace even more effectively. New Federal government case study: Our standard class offering now includes five team activities based on one case study and solicitation. Students learn how to identify potential strengths and weaknesses, vet Strengths and mitigate weaknesses, solution to Strengths, articulate the solution in proposal writing, and conduct effective Strength-based color team reviews using Government scoresheets. We also offer the opportunity for tailoring content for on-site classes: give us a capture plan, RFP and corresponding proposal, and we will develop a tailored case study that reflects your typical business opportunities. Strength-based task order … Continue reading Strength-Based Winning: Training Refresh

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The Great Proposal: A True Story

Solutioning to strengths when faced with a recompete

The great proposal did not start out great. In the beginning, fifteen months prior to RFP release, there were the usual problems we faced when preparing for a recompete. Red flags included project start-up issues that resulted in mediocre CPARS ratings, difficult client relationships, competing stakeholder demands, customer turnover on the acquisition side, and no dedicated Capture Manager or Capture Plan. Since this recompete represented the company’s largest Federal contract, the CEO knew she had to take action. And that’s when the trajectory, which had been turning towards a possible proposal loss, started to reverse course. Capture Readiness Assessment The Capture Readiness Assessment included interviews and document review based on Lohfeld Consulting Group’s 12 Key Performance Indicators (KPIs). The resulting scorecard revealed an average score of 3.5 out of ten. This score is not unusual more than a year ahead of RFP release, and we assured the team that we … Continue reading The Great Proposal: A True Story

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