News & Knowledge Center

Can you improve your proposal operations (and your win rate)?

Despite poor results, we often continue to do things the same way. This pattern may apply to your proposal shop as well. Perhaps your win rate is stagnant or declining, your team is burned out, your technology doesn’t work, and/or proposal quality is at an all-time low. But how to improve? To provide a roadmap for improvement, Lohfeld Consulting Group offers an independent Proposal Improvement Assessment. This review is an objective analysis of proposal operations (people, processes, and technology) versus best practices as well as proposal quality versus our 7 quality measures proven to increase win rates. Based on the analysis, we provide detailed, actionable recommendations that will dramatically improve results. I have conducted a number of these reviews, and my observation is that this service offers the best return on investment (ROI) for proposal improvement that will increase your win rate. Often, proposal shops realize they have problems, but...

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GSA Alliant 2: Focus now on Product Service Codes (PSCs)

GSA Alliant 2 and Alliant 2 SB will be released on or about June 20 with a 60-day turn. GSA announced via GSA Interact that vendors should be cautious about relying on the draft since the final RFP will contain major changes. However, there is one area you can work hard right now: Product Service Codes (PSCs). Pesky PSCs encompass 40 percent of the available evaluation points. Bidders must prove that they have up to seven distinct projects across three PSC groups to gain maximum points. How do bidders prove the PSC code? The draft RFP requires that bidders submit the most recent Federal Procurement Data System-Next Generation (FPDS-NG) report identifying the PSC code. Your first step is to search on FPDS-NG for the relevant experience projects you plan to use in your proposal. What should you do if the PSC code you want to claim is not reflected in...

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4 must-do’s if you are bidding on Alliant 2

Washington Technology Article

The solicitations for GSA Alliant 2 Unrestricted and Small Business will be released shortly. There is no time like the present to get organized to win a seat on one of the most successful GWACs ever. Just look at the numbers—both Alliant and Alliant SB ranked as the second largest non-schedule MACs in 2015, with the Defense Department being a top user. With Defense Health Agency’s cancellation of its health IT contract vehicle in favor of Alliant, and DOD and Veterans Affairs modernizing health records, Alliant 2 (with a $50 billion ceiling for Unrestricted and $15 billion for SB) is slated to be a top vehicle for health IT. For small businesses that win Alliant 2 SB, this GWAC could be the key to graduating successfully from small to mid-tier. GSA Alliant 2 is a critical piece of the MAC portfolio that IT companies must have to succeed in today’s...

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AppMaven’s 250+ recommended PC, web-based, iOS, Android, and Windows tools for 2016

Tools and apps to support BD and proposal professionals

Everyone involved with winning business for their companies uses technology (laptops/tablets/smart phones/wearables) daily to aid their efforts. Whether you focus on BD, capture, proposal management, writing, editing, graphics, or contracts, you have favorite tools you couldn’t live without! Forrester surveyed 2,045 technology decision makers, and over half "reported that wearables were a priority—32% replying that wearables are a critical or high priority” over the coming year. Download the newly updated AppMaven's Favorite PC, web, iOS, Android, and Windows Tools - 2016 checklist for 2016 with over 250 handy PC and web-based applications and iOS/Android/Windows tools. Many are free, and all are suitable for one-person to multi-department corporate proposal centers. Please email your favorite BD/Proposal tools and apps to AppMaven@LohfeldConsulting.com for review and possible inclusion in future presentations and posts. Thanks to everyone for your great recommendations! Beth Wingate, APMP 2013/2014 CEO/Past CEO and APMP Fellow (aka AppMaven), has more than...

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