Date: November 3-5, 2020 (3-day class)
Time: 12:00-4:00 pm U.S. Eastern each day
Location: ONLINE, LIVE, INSTRUCTOR-LED
In this class, you will learn how to modernize your proposal writing, resulting in improved proposal quality and increased win rates. Students will learn what constitutes a great proposal as well as how to plan and write compelling proposals to efficiently increase proposal evaluation scores. Class exercises allow students to practice these skills 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 modernize content to grab and hold evaluator attention
- How to plan content effectively using annotated outlines and content plans
- How to gather information such as proof points for better persuasion
- How to develop Strength Statements
- How to use the SUPS method for better articulation of value proposition
- How to develop titles and action captions for graphics that underscore key messages
- How to write compelling proposal content
Who should attend?
This course is designed for technical and managerial professionals, writers, solution architects, and all proposal professionals who are called upon to write sections of proposals or lead proposal volumes. (Eligible for 10 APMP CEUs)
Seminar schedule (three modules over 3 days):
Module 1: Planning to write
- Introductions and purpose
- How the government evaluates your writing
- Defining a great proposal
- Applying Seven Quality Measures
- Activity: Review and critique writing using the measures
- Ensuring compliance and responsiveness
- Activity: Prepare an outline
- Gathering the information you need to write
- Annotating outlines and using content plans
- Conclusions and Q&A
Module 2: Writing compelling technical and management sections
- Module 1 Recap
- Impacts of digital distractions and telework
- Making your proposal compelling with strength statements
- Activity: Write a strength statement
- Writing compelling technical and management sections
- Activity: Write using SUPS
- Writing compelling titles and action captions
- Activity: Write a title and action caption
- Conclusions and Q&A
Module 3: Writing compelling resumes and past performance
- Module 1–2 Recap
- Writing resumes
- Activity: Write a resume success story
- Writing past performance
- Activity: Write a relevancy paragraph
- More writing tips
- Activity: Rewrite bad writing
- Lessons learned
- Conclusions and Q&A
Lisa Pafe, Vice President, CPP APMP Fellow
Lisa Pafe teaches our Proposal Review, Proposal Writing class, GWAC/IDIQ, Strength-Based Winning, and APMP Foundation Certification classes. She brings nearly 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 APMP Fellow with Professional-level certification (CPP APMP Fellow). 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 Association of Proposal Management Professionals (APMP) National Capital Area (NCA) Chapter President and previously served as Vice President and Chair of NCA’s Speaker Series Planning Committee.
$695 per student includes all training materials and handouts, and live instructor-led training. No discounts are available.
Cancellations and Transfers
Student substitutions are permitted at any time up to the start of the class (please notify your instructor so s(he) can forward the invitation to the substituted student).
Fourteen (14) days or more prior to the start of the class: No charges will be incurred for cancelling or transfer of class registration.
Thirteen (13) days or fewer prior to the start of the class: The full tuition is due. There is no credit available to transfer or refund. If rescheduling, an additional payment in the amount of the new registration will also be due.
Student No Show
If a student fails to attend class, the full tuition is due and there is no credit available to transfer or refund.
Refunds are made upon request only for registrations cancelled fourteen (14) calendar days, or more, prior to the class start date.
No recordings of Lohfeld Consulting Group classes are permitted or available.