Are your proposal reviews derailing the win? APMP SPAC 2018 Presentation | Lisa Pafe

Date: March 22, 2018 02:40 pm

Date/time: March 22, 2018 at 2:40 pm
Location: Cobb Energy Performance Arts Center (CEPAC), Atlanta

Proposal best practices dictate that we hold color team reviews — Blue, Pink, Red, and Gold — practically the entire rainbow. Yet, often our proposal reviews prevent us from successfully reaching the finish line for three primary reasons. First, typical review teams are bloated with unprepared, un-briefed, unqualified, and/or uninterested reviewers. Second, our proposal reviews place incorrect focus on the likes and dislikes of the reviewers rather than on how customer proposal evaluators will score and rank proposals. Third, we rarely give reviewers enough time to perform their assignments effectively. This presentation will present and solve these problems, with ample audience polling and discussion.

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Lisa Pafe, Vice President at Lohfeld Consulting Group, CPP APMP Fellow and PMP, has 25+ years’ capture and proposal experience. She served as President of the APMP-National Capital Area (NCA) Chapter, VP, and Speaker Series Chair for 2 years each. She holds a BA from Yale University, MPP from Harvard University, and MIS from The George Washington University. She is a frequent guest writer for Washington Technology and a LinkedIn Publisher.

Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals.

As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Go-to-Market Strategy, Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $135B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at and join us on LinkedIn, Facebook, and Twitter.