TArticles tagged with: training

TRAINING: Proposal Writing to Win in the Digital Age

An online course to teach you how to modernize your proposal writing

In partnership with Washington Technology Description: This online course will teach you how to modernize your proposal writing to win in the digital age using persuasive, attention-grabbing techniques. A 2015 Microsoft study found that digital distractions have resulted in the average person having an 8-second attention span, less than a goldfish! A 2016 Harvard Business Review article stated that bad writing is the biggest productivity buster. Yet, we still write proposals the old-fashioned way, as if our evaluators have unlimited time and focus. Learning Objective: Learn how to write effectively in the digital age with techniques to capture the evaluators’ attention and bring home the win. Audience: Business development, capture and proposal professionals working in any market (Federal, State & Local, Commercial) Handouts: 1) 4 Tips for Effective Proposal Writing in the Digital Age 2) Exercises on Correcting Bad Writing Using Digital Marketing Techniques Course Length: 1 Hour Instructor: Lisa … Continue reading TRAINING: Proposal Writing to Win in the Digital Age

Continue reading...

How strong is your business ecosystem?

A consistent win rate requires all components of the business to work in harmony

Achieving a consistently high proposal win rate requires a highly capable bid and proposal team, in addition to a strong business ecosystem consisting of contracts, finance, human resources, recruiting, technical and project management, communications, partners, and suppliers. If one or more of the components of the ecosystem is weak, your bid can fail. For example, your proposal might fail if your pricing department is unable to produce a cost competitive proposal, recruiters are unable to identify highly qualified key personnel, or project managers do not receive good customer references. A consistent win rate requires all components of the business to work in harmony. Consider using this check list to determine how well the business units within your company work together to support winning bids. Executives Are executives able to guide the pipeline so only bids with a significant win rates are pursued? Do executives invest time and money in market … Continue reading How strong is your business ecosystem?

Continue reading...

IAC-MAC: Are you ready for one of FY18’s biggest IDIQs?

A must win for contractors that perform C4ISR work

The Department of Defense (DOD) will release the final RFP for the Information Analysis Center Multiple-Award Contract (IAC-MAC) on October 3. This $28 billion IDIQ was on Lohfeld Consulting’s top 20 opportunities list for FY17, but final RFP release slipped to first quarter FY18. This Full and Open and Partial Small Business MAC will include three competition pools and combine work previously performed by three separate vehicles: The $5 billion Cyber Security Technical Area Tasks (CS TATs); The $3 billion Defense Systems Technical Area Tasks (DS TATs); and The $900 million Homeland Defense and Security Technical Area Tasks (HD TATs). These predecessor vehicles comprised 40 contracts that generated about $1.6 billion in task order awards for 25 companies since FY14. With ceiling values met or close to being met and many task orders expiring, DoD decided to consolidate efforts and meet the Pentagon’s better buying power goals with the IAC-MAC. … Continue reading IAC-MAC: Are you ready for one of FY18’s biggest IDIQs?

Continue reading...

Expert advice for starting out in capture and proposal-related positions – Part 3 of 3

New to the capture- or proposal-related profession or a seasoned veteran, you’ve had experiences that you can share to help all of us (new and “battle hardened”)  improve our professional and personal management and interpersonal skills, abilities, and focus. I recently asked a number of my colleagues to share their best advice for someone starting out in a capture or proposal-related position, e.g., proposal manager, capture manager, proposal coordinator, graphics, writer, pricer, etc. We wrap up our industry-leaders’ advice here in this final part of my 3-part series. Get clear definition of your role at a very granular level. This might sound like over-engineering, but it will pay off if everyone has the same expectations as to exactly what you are going to be responsible for and accountable for. Typically, descriptions of roles are written at a high level; this leaves lots of room for different interpretations and expectations. –Wendy … Continue reading Expert advice for starting out in capture and proposal-related positions – Part 3 of 3

Continue reading...