TArticles tagged with: Wendy Frieman

Talking to the other side: proposal managers and contracting officers

Government Contract Management Symposium | Dec. 4, 2017

Dec. 4, 2017, 1:30 pm–2:45 pm Wendy Frieman, Vice President, The Lewin Group Lisa Pafe, Vice President, Lohfeld Consulting Group This panel discussion between contracting officers and proposal managers will explore the ways in which the two communities approach the acquisition process from different perspectives, and often, in the process, miscommunicate and create misconceptions. The discussion among seasoned professionals will be organized around topics that are of most concern to each side, with the goal of surfacing underlying causes as well as possible remedies. ACTIVITY: This is a moderated panel discussion with specific questions posed to the audience, followed by questions from the audience. The value of the session will be enhanced by participation from the audience. Click to learn more about GCMS 2017

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Best way to get new proposal managers up to speed – Ask Proposal Doctor

Training for proposal managers is a tricky business

Dear Proposal Doctor, I have just assumed a position as director of a team of junior proposal managers. They are bright and they have great work habits, but they have only minimal training and not much experience. What is the best way to get them up to speed? By the end of the year, they will each need to be able to independently manage several concurrent task order proposals ranging from 25-50 pages (for the technical and management sections). Thanks very much, -The New Director Dear New Director, Congratulations on your new position. Training for proposal managers is a tricky business because so much of what these young people need to know is specific to your company and your industry. Moreover, there are many different ways of approaching this challenge. I like to think about three broad categories in which proposal managers need to develop, and you have to be … Continue reading Best way to get new proposal managers up to speed – Ask Proposal Doctor

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Q&A Part 2 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 2 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

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Ask the Proposal Doctor – Dying of Boredom

Dear Proposal Doctor, My team is dying of boredom, and I am afraid they will all quit. We haven’t seen an RFP in over 3 months, and this is a hard-working proposal team that thrives on adrenaline. How can I keep everyone motivated? These dry spells are very hard to manage. -Dying Dear Dying, The proposal business is spikey and probably always will be. Periods of frantic activity followed by weeks of nothingness – this appears to be the new normal. Government procurements are now regularly delayed, and commercial acquisitions have their own form of quirkiness and unpredictability. The time in between proposals is incredibly valuable. This is the time to rest up, and then to sharpen the knives and get prepared for the next big surge. Here are some areas where all proposal teams can improve: Does your team really understand the products or solutions? This knowledge can be very … Continue reading Ask the Proposal Doctor – Dying of Boredom

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