Proposal Writing for Federal Contractors – Guide the Evaluator to Award you the Win

lohfeld-course-download-iconIn this class, you will learn how to improve your proposal writing, resulting in improved proposal quality and increased win rates. Students will learn what constitutes great proposal writing as well as how to plan and write effective proposals, avoid pitfalls commonly found in proposal writing, and write content to efficiently increase proposal evaluation scores. Class exercises allow students to practice these skills in class with instructor feedback.

What you will learn:

  • How the government evaluates proposals in order to write content that achieves high scores
  • Seven proven quality measures for analyzing proposal content
  • How to get organized with schedules, compliance matrices, and outlines
  • How to make best use of internal resources
  • How to plan proposal content using techniques such as content plans and annotated outlines
  • How to develop Strength Statements
  • How to use proof points for better persuasion
  • How to apply tools including the SUPS method for effective writing
  • How to develop titles and action captions for graphics that underscore key messages
  • How to recover your content based on review feedback

Who should attend?

This course is designed for technical and managerial professionals, company executives, and proposal professionals who are called upon to write sections of proposals or lead proposal volumes. (Eligible for 10 APMP CEUs)

Seminar schedule:



8:30 Introductions and purpose
9:00 How the government evaluates and scores proposals
9:30 Defining a great proposal / 7 proven quality measures
9:45 BREAK
10:00 Getting organized
Team activity: Outlining
11:00 Leveraging resources
11:30 LUNCH
12:15 Planning content
Team activity: Strength statements
1:15 Proof points
Team activity: Identifying data to support writing
2:15 BREAK
2:30 Proposal writing techniques
Team activity: SUPS approach
Team activity: Rewrite bad writing
3:15 Graphics
Team activity: developing action captions
3:45 Proposal review and recovery
4:15 Wrap up and Q&A


Lisa Pafe

Lisa Pafelisa_pafe_1 teaches our Proposal Review, Proposal Writing, GWAC/IDIQ, Strength-Based Winning, and APMP Foundation Certification classes. She brings 30 years’ experience in management consulting, marketing, business development, project management, and proposal management. Her experience also encompasses project management, business process improvement, and organizational change management. She is a Project Management Institute (PMI) certified Project Management Professional (PMP) and an Association of Proposal Management Professionals (APMP) Fellow with Professional-level certification (CPP APMP). She is a trained Internal Auditor for ISO 9001:2008. She holds a Masters of Information Systems from The George Washington University School of Business and a Masters of Public Policy from Harvard University. Lisa has managed hundreds of winning government proposals and brings extensive experience in all aspects of business capture and proposal operations.

Lisa was the 2016–2017 APMP National Capital Area (NCA) Chapter President and previously served as Vice President and Chair of NCA’s Speaker Series Planning Committee.

Brenda Crist

Brenda Cristbrenda_crist-jpg teaches our Winning Business for Federal Contract Project Managers class, Proposal Writing, and APMP Foundation Certification classes. She serves as a senior capture and proposal manager, helping clients work with their staff and partners to create winning, well-written proposal solutions. She offers hands-on experience from leading and conducting systems and network management projects for many civilian and military clients.

Brenda stays current with the latest procurements, their requirements, and industry best practices. Brenda served as the 2010 President and formerly as 2009 Vice President and Professional Day Chairperson for the APMP-NCA Chapter. She has been an active member of APMP-NCA since 2003, serving as Professional Day Chair of Publicity, Speakers Program, and Chairperson for the 2006, 2007, and 2008 events, respectively.

Brenda was inducted as an APMP Fellow in June 2011 and also received the Steven S. Myers Award for 2011 APMP Chapter Chair of the Year.