News & Knowledge Center

What to do with proposal “graphics & mayonnaise” complainers?

Dear Proposal Doctor, Managing a big, complicated proposal is hard enough without having to listen to my complainers all day. I have two of them. They complain about everything from the quality of the graphics to the mayonnaise on the sandwiches at lunch. Responding to their issues and listening to them vent is just taking too much of my time, and I am worried about meeting our deadline for red team. I might even have to postpone it. How can I deal with these individuals? Sick and Tired Dear Sick, I guess you didn’t see the column I wrote on proposal archetypes. The complainer exhibits many of the behaviors of the martyr and the talker, and probably the worst of both. Here are two principles to keep in mind. First, forget responding to their specific complaints. The complaints are symptoms of an underlying attitude problem. If you improve the mayonnaise,...

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7 Proven factors to raise your company’s win rate (survey results)

These survey results (7 Proven Factors to Raise You Company's Win Rate (Survey Results) March 2012-Lohfeld Consulting Group) show how proposal managers from 36 companies rated their individual company’s performance in the 28 factors that we use to predict a company’s overall win rate.  You can see from the survey that there is room for improvement in all of the areas surveyed. Areas where most companies need immediate improvement are: Capture and Proposal Training – this training is only provided by 52% of the companies surveyed. Every company should have a career development training program and make capture and proposal training available to appropriate employees. Business Acquisition Process – only 54% of the companies surveyed have documented their business acquisition processes. If you are going to have a defined, repeatable, and managed process, the first step is to document the process. Process Management – only one company in three reviews...

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How to avoid a contract protest

Are protests destined to become just one more milestone in the federal procurement process?

Are protests destined to become just one more milestone in the federal procurement process? Recent evidence might suggest so. Notably, the protested award to Lockheed Martin for the U.S. Antarctic Research program in the South Pole and the Hawker Beechcraft protest of the award of the new light attack aircraft trainer are recent examples. In addition, market experts predict that as defense budgets decline, companies fighting over fewer dollars will launch more protests when losing procurements that can lock them out of programs or agencies for a decade. If protests are to become the norm for competing in major programs, then it’s to everyone’s advantage to find ways to reduce the number of protests and awards that are overturned. When companies file protests, everyone loses. The procuring agency loses because procurement time lines get stretched out. Bidders lose because the cost of participating in federal procurements goes up. Even the...

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Improving Win Rates – Strategies and Tactics to Raise Your Success

Did you know your company can raise its win probability by 20% on each and every bid that it submits by following 7 proven steps? Imagine how much additional revenue your firm could generate if you could increase your win rate by 20% -- and imagine how much you could grow your business with the additional profit. Increasing win rates is everybody’s goal, yet few people address the task of raising overall company win rates. In this webinar, capture and proposal expert Bob Lohfeld shares Lohfeld Consulting Group's research on how to increase proposal win rates and explains the 7 factors that affect overall company win rates. Each viewer can use the 7-factor model to assess their company’s performance in key areas that affect win rates and build a preliminary plan for win rate improvement. The 7 steps to raise your win probability will make you better prepared to compete...

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