Meet Our Principals

Bob Lohfeld, CEO

Areas of Expertise

  • Capture Strategy
  • Capture Management Training
  • Proposal Color Reviews


  • BS, Space Science and Applied Physics, Catholic University
  • MS, Engineering, University of Maryland
  • Doctoral studies in Engineering Administration, George Washington University


  • Foundation-level Certification from APMP
  • Registered Professional Engineer
  • Amazon Author Page

Bob Lohfeld

CEO & Founder, MS, CF APMP Fellow, Proposal Reviews, Capture Coaching, Capture and Proposal Process Optimization

Phone: 410.336.6264

Bob Lohfeld serves as CEO of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and Strength-Based Winning proposal development.

He teaches Capture Management, and he writes the Capture Management column in Washington Technology magazine. Prior to forming Lohfeld Consulting Group, Bob served as Division President at Lockheed Martin, Vice President of Lockheed Martin Information Technology, Senior Vice President at OAO Corp., Systems Engineering Manager at Computer Sciences Corp. (CSC), and Program Manager at Fairchild Industries. He also taught at the graduate level at George Washington University School of Engineering Administration.

Bob has served on the Board of Directors for the Association of Proposal Management Professionals and Association of Proposal Management Professional National Capital Area Chapter (APMP-NCA) and as Chairman of the American Council on Technology Industry Advisory Council (ACT/IAC), Vice Chairman of the Technology Council of Maryland (TCM), and Board Member of the Armed Forces Communications and Electronics Association (AFCEA), Government Electronics and Information Association (GEIA), and Juvenile Diabetes Research Foundation (JDRF Capital Region). He is a three-time winner of Federal Computer Week’s Federal 100.

Beth Wingate, President

Areas of Expertise

  • Proposal Management and Training
  • Task Order Proposal Management
  • Proposal Process and Operations


  • BA, Fine Arts (minor in Government), The College of William and Mary
  • Training Certificates, Proposal Management, Graphics Development, Management, End-User Software


Beth Wingate

President, APMP Past CEO, APMP Fellow, Proposal Manager, Writer, Editor, Graphics Designer

Phone: 703.638.2433

Beth Wingate serves as Lohfeld Consulting Group’s President. She has more than 30 years’ proposal development, management, and corporate communications experience. She helps clients develop Strength-Based Winning proposals and improve their proposal operations, and she specializes in managing responses to large government procurements as well as task order proposals.

Prior to joining our firm, she served as proposal center director for Lockheed Martin and before that for 12 years as proposal center director for Management Systems Designers, Inc. (MSD) (acquired by Lockheed Martin). Beth was inducted as an Association of Proposal Management Professionals (APMP) Fellow in June 2010.

She is APMP’s 2014 Past CEO, 2013 CEO, 2012 COO, 2010–2011 Director of Education, and 2008 and 2009 President of the APMP, National Capital Area (NCA) Chapter. She serves on APMP International’s Board of Directors (2019-2020). She served as the NCA Chapter’s Executive Summary Newsletter Chairperson, publisher, and editor from 2005 to 2007. She regularly presents at APMP International and regional conferences. She has been an active APMP member since 1996.

Liz Skarlatos

Areas of Expertise

  • Capture Management
  • Proposal Management
  • Proposal Process Training
  • Proposal Writer
  • Teaming Strategy
  • Win Strategy/Win Theme Development and Implementation


  • Bachelor’s of Journalism, University of Missouri-Columbia


  • APMP certification

Liz Skarlatos

Vice President, CPP APMP, Capture Manager, Proposal Manager

Phone: 571.353.0772

Liz Skarlatos brings 30+ years of business development, capture management, Strength-Based Winningproposal management, proposal writing, and compliance review experience.

Most recently, she served as capture manager, proposal manager, acquisition strategy advisor, and color team reviewer on single and multiple award opportunities, including IDIQs and task orders (TOs), and orals for Federal Government and Intelligence Community (IC) customers.

For 14 years at Booz Allen, she served as business development manager and capture manager, as well as proposal management expert, primarily focused on IC customers. She grew and maintained a robust opportunity pipeline, developed and maintained key industry relationships and competitive intelligence, developed win strategy for and managed corporate-defined Top 10 captures and proposals, and coached and mentored staff in business development, capture management, and proposal management and execution.

As a senior proposal subject matter expert (SME) in TRW’s Proposal Operations Center, she developed and executed proposal win strategy and successfully managed proposals for federal, civil, defense, IC, and international customers. She served as proposal manager, management volume lead, past performance volume manager, staffing volume manager, security volume manager, basis of estimate (BOE) writer, compliance manager, proposal section writer, staffing/resume writer, proposal process trainer, and color team reviewer.

Meet Liz Skarlatos: “Princess Leia” of capture managers (Lohfeld Insights Blog)

Areas of Expertise

  • Proposal Management
  • Capture Management
  • Technical Writing


  • BS, Public Administration, American University
  • MPA, Public Administration, American University


  • Information Technology Infrastructure Library (ITIL) Certified
  • Professional-level certification from APMP
  • APMP Fellow

Brenda Crist

Vice President, MPA, CPP APMP Fellow, Capture Manager, Proposal Manager, Technical Writer

Phone: 301.466.9566

Brenda Crist serves as a senior capture and proposal manager and develops strategic solutions for clients. She focuses on 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 Crist has 25+ years’ experience providing capture, proposal, and program management support for companies serving the federal market. She supports companies by helping to qualify new business opportunities, conducting research, performing competitive analyses, providing capture support, managing proposals, and writing and reviewing proposals. Her areas of expertise include the civilian IT, health, and scientific markets. Brenda is an experienced trainer focusing on business development for project managers, proposal writing and management, and APMP Foundation Level Certification.

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 Association of Proposal Management Professionals (APMP), National Capital Area (NCA) Chapter. She serves as the 2017 APMP Chesapeake Chapter Vice Chairperson and currently serves as Programs Chair. 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 is a frequent presenter at APMP Bid & Proposal Conferences and APMP-NCA Mid-Atlantic Proposal Conferences.

Brenda was inducted as an Association of Proposal Management Professionals (APMP) Fellow in June 2011 and also received the Steven S. Myers Award for 2011 APMP Chapter Chair of the Year. She holds an MPA, Public Administration from  American University and is Information Technology Infrastructure Library (ITIL) certified.

Lisa Pafe, Vice President

Areas of Expertise

  • Capture Management
  • Proposal Management
  • Process Improvement
  • Training


  • MIS, Information Systems, The George Washington University School of Business
  • MPP, Public Policy, John F. Kennedy School of Government, Harvard University
  • BA, Political Science, Yale University


  • Project Management Professional (PMP), Project Management Institute (PMI)
  • Certified Internal ISO Auditor
  • Professional-level Accreditation from APMP

Lisa Pafe

Vice President, CPP APMP Fellow, Capture Manager, Proposal Manager, Process Improvement Specialist, Trainer

Phone: 703.577.8490

Lisa Pafe brings 25+ years’ experience in business development, capture and proposal management, process improvement, and training. She is an APMP Fellow and holds APMP Professional-level certification (CPP APMP Fellow). She is a Project Management Institute (PMI) certified Project Management Professional (PMP). Lisa is also a trained Internal Auditor for ISO 9001:2008. She has managed hundreds of winning government proposals, writes and speaks extensively, and is a recognized thought leader in the proposal industry.

As Vice President of Corporate Development and Proposal Operations for Ace Info Solutions, Inc., Lisa was responsible for the company’s full opportunity life cycle, including positioning to win through branding, marketing, BD, strategic teaming arrangements, and capture and proposal management activities. Previously, she was President of Vision Consulting, Inc.; Vice President of Business Development for GovConnect, Inc.; and Director of Marketing Services for MAXIMUS, Inc.

Lisa was the 2016/2017 President of the Association of Proposal Management Professionals (APMP) National Capital Area (NCA) Chapter and previously served as Vice President and Speaker Series Chair.

Areas of Expertise

  • Proposal Management
  • Writing
  • Process Improvement
  • Capture Management


  • BS with Honors, Math & Computer Science, University of Maryland
  • MS, Interdisciplinary Studies, University of Maryland University College


  • Professional Level Certification from APMP
  • Certified Scrum Master
  • Project Management Professional Certification from Project Management Institute
  • Certified Microsoft Office Specialist

Maryann Lesnick

Managing Director, CP APMP, PMP, CSM, MOS, Proposal Manager, Writer, Capture Manager, Instructor

Phone: 703.479.0673

Maryann Lesnick brings 35+ years’ experience in business development; Strength-Based Winningproposal management, writing, and editing; capture management; project management; and quality management for both federal and commercial sectors. She holds APMP Professional-level certification (CP APMP) and is a Project Management Institute (PMI) certified Project Management Professional (PMP). She is also a Certified Scrum Master (CSM) and certified Microsoft Office Specialist (MOS). Maryann is an experienced trainer focusing on proposal management, Strength-Based Winning, and APMP Foundation Level Certification.

Since 1979, Maryann has prepared hundreds of winning proposals for contracts and task orders, written and oral, ranging in value from $2M to $1.5B. Major customers have included federal civilian agencies (DHS, DoS, VA, USAID, IRS, FAA, DOJ, SBA, NIH, DoL, EPA, Census, and USPS), defense agencies (DHA, DISA), and state and local customers (Virginia, Georgia, New York State, New York City, and San Francisco).

Prior to joining Lohfeld Consulting Group, Maryann served as Vice President of Proposals for Base Technologies (later CA Technologies) where she supported the entire business development lifecycle and led all public sector services bids. She served as proposal manager, volume manager, editor, color team facilitator, capture manager, and writer. She established an ISO 9001:2008-compliant proposal development methodology. She also built and maintained a knowledge base for proposal and corporate artifacts, boilerplate, past performance/project summaries, and resumes.

Maryann has been active with the Association of Proposal Management Professionals (APMP) since 2004, served on the Board of Directors of the National Capital Area (NCA) chapter for 9 years, and served as 2014-2015 President of that chapter—the largest chapter in the United States. She served on the APMP International Board of Directors (2015-2017). She is an ACT-IAC Fellow and member of the ACT-IAC Partner’s Class of 2000.