News & Knowledge Center

Bold trends in capture and proposal management – Bob Lohfeld

Bid & Proposal Con 2013 presentation

In an increasingly competitive global market, top-tier companies are adapting and executing new practices to increase their win probabilities. Bob Lohfeld presents some of the more interesting trends in capture and proposal management and discusses how these are changing the competitive landscape for these firms. Bold Trends in Capture and Proposal Management_APMP BPC 2013_Bob Lohfeld About the presenter: Bob Lohfeld is the founder of Lohfeld Consulting Group, a leading Capture and Proposal Consulting firm specializing in winning government contracts. He is consistently recognized for leadership in business development, capture management, and creating winning proposals and he writes the Capture Management column in Washington Technology magazine. He is a three-time winner of Federal Computer Week's Federal 100 Award.

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Getting the most from your proposal budget while increasing your productivity – Lisa Pafe and Brenda Crist

Bid & Proposal Con 2013 presentation

Today companies are trying to make the most of every dollar to increase their competitive edge. Even a small decrease in overhead costs or increase in productivity can make big difference. Our presentation decomposes a budget for developing a 30-day proposal and a 10-day proposal for small, medium, and large companies and provides recommendations for decreasing costs, while also streamlining workflow, effectively using automation, and working smarter not harder. Our presentation also describes how we implement management best practices like Agile, Information Technology Infrastructure Library® (ITIL), and Project Management Body of Knowledge (PMBoK), and commonly used tools and technology to generate cost savings. We describe how doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long-term savings. The presentation shares best practices for cost savings. APMP BPC 2013 PPT Template May 29 2013...

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Questioning the questions? Ask the Proposal Doctor

Dear Proposal Doctor, The battle over which questions to send to the government customer on a long and not-very-well-written RFP has begun. The desktop publishers want to ask about fonts. The graphics people want to ask about color and foldout pages. The solution architect wants to ask about specifications and performance metrics. The contracts people want to suggest new terms and conditions. The pricing people want to ask about….everything. Just collecting, vetting, discussing, formatting, and submitting the questions could eat up our entire response time. What is a proposal manager to do? How can we streamline this process? -Questioning the Questions Dear Questioning, You’ve touched on a subject near and dear to my heart. Yes, this could easily spiral out of control. Worse yet, you could give away important information through your questions and, worse even than that, you could get back answers that only obfuscate the situation further. It...

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Can you afford to chase premium price? Maybe.

Analysis shows the risk is worth the reward

When the government awards a contract to other than the lowest priced offeror, it pays a price premium to make that award. How much price premium the government will pay is left to the judgment of the selecting official. This amount varies by type of service or product being procured, details of each solicitation, and experience of the source selection official. In 1999, the price premium in a GAO study averaged about 7%. In 2010, the price premium in another GAO study averaged about 5%. Today, in the middle of the sequestration battle, the price premium is probably less than that; however, it’s difficult to generalize because the price premium can be unique to individual procurements. Here’s what we learned from the GAO studies and how you can apply this to your capture strategy. GAO studies In October 2010, GAO published a report, Enhanced Training Could Strengthen DOD’s Best Value...

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