Process carries the day," notes Lohfeld Consulting Group CEO Bob Lohfeld during his 4 Fundamentals for Creating a Winning Proposal webinar, part of the GovWin Business Development Weekly Series. 4 Fundamentals for Creating a Winning Proposal (click for presentation) Audience Q&A from presentation (click for Q&A)
Category Results for Government Proposals
6 ways your proposal can fail – and how to avoid them
I received a call from a mid-sized large business that had submitted a proposal for IT services and had just learned their proposal did not make competitive range. They were irate and wanted to protest, alleging that the government had not fairly evaluated their proposal. They had hired a proposal consultant, spent lots of money developing their proposal, and were assured their proposal was professionally done. Before filing the protest, the company asked me to review their proposal. Here’s what I found when I did the review and what I told them. Professionally developed proposals always have the same characteristics — they are compliant, responsive, compelling, and customer focused. They present a solution that is easy to evaluate and score well — and they are aesthetically attractive. I used each of these criteria while reviewing this company's submission. Compliance The proposal’s structure is expected to follow the request for proposal’s (RFP)...
7 tips for crafting a dominant proposal summary
Focus on the customer, be feature rich, and help evaluators maximize your score
Not all requests for proposals (RFP) call for an Executive Summary, and when proposals must have limited pages, it might be best to skip an Executive Summary. But for large proposals or RFPs that ask for an Executive Summary, here are seven steps to creating an effective one. 1. Decide when to write. I’m in the camp that believes later is better. An Executive Summary is a summary of your proposal, and if you haven’t written the proposal, it is hard to write an effective summary. If you decide to write your Executive Summary early to give guidance to your proposal team about your approach and major strengths, plan to write twice. 2. Stay focused. An effective Executive Summary provides an overview of your proposal and highlights the features that will be scored as strengths in the evaluation. Clearly tie the features of your approach to the benefits the client...
How to Increase Your Company’s Win Rate in 7 Proven Steps
The 7 steps to raise your win probability will make you better prepared to compete at the highest competitive levels, improve your capture and proposal game, and plan and reduce the workload needed to create winning proposals. Bob Lohfeld shows you how to assess your company’s ability to compete and make real recommendations to increase your new business win rate. How to Increase Your Companys Win Rate in 7 Steps_Bob Lohfeld_2_22_2012_APMP Webinar final 28 Question Score Card_Increasing Your Win Rate_Bob Lohfeld