News & Knowledge Center

How to raise your win rate by 20%

Knowing which investments to make and predicting the payoff is the challenge

All executives want to increase their win rate. If you could raise your company’s overall win rate by 20%, the payoff in additional revenue, earnings, and shareholder value could be huge. Company revenues would increase, earnings would increase by the marginal profit rate on the new revenue, and shareholder value would increase proportionally to your increase in earnings. But, knowing which investments to make and predicting the payoff is the challenge. Here’s how to choose your investments and predict the resulting increase in win rates. First, let me make sure everyone understands that we are talking about the investment you make to improve your company’s overall win rate. This is the average win rate on all proposals your company submits, not your win rate on a specific proposal. (We use a different model to predict the outcome for individual bids.) 7-Factor Model To predict increases in overall company win rates, we...

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Proposal Doctor: Stop the madness

How to steer management towards realistic metrics and schedules

Dear Proposal Doctor, The company I work for is bidding on a large government contract, and the proposal is a huge undertaking. My team consists of more than 50 people, and my MS Project schedule has hundreds of lines. It’s a challenge, which is to be expected. I was excited and optimistic when we started, but now I have a boatload of senior executives breathing down my neck. All the time! I spend at least half of every day explaining and justifying what we are doing to some vice president or other and the other half of the day managing the proposal. How can I get these people off my back? Pounded by Management Dear Pounded, Your frustration is understandable, and so is the behavior of your managers. The company is spending a lot on this proposal—in real cost as well as opportunity cost—if your team has 50 people on...

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Beth Wingate Elected 2012 APMP COO

Will serve as APMP's COO in 2012, CEO in 2013, and Past CEO in 2014

New APMP Board Members Announced (Washington, DC) — December 6, 2011 — The Association of Proposal Management Professionals (APMP®), the worldwide authority for professionals dedicated to the process of winning business through proposals, bids, tenders, and presentations, today announced its new 2012 Board of Directors from its recently concluded 2011 elections. Elections were held for the Chief Operating (COO) and the Director of Education APMP Board positions. Beth Wingate of Lohfeld Consulting Group ran unopposed for the COO position and officially wins her seat to serve as APMP's COO in 2012, CEO in 2013 and Past CEO in 2014. She most recently served on APMP's Board as its Director of Education for 2010 and 2011. Beth Wingate, aka AppMaven and an APMP Fellow,has been an APMP member since 1996. She has more than 24 years' proposal development, management, and corporate communications experience. She serves as Managing Director for Lohfeld Consulting Group,...

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The Proposal Dentist: Extracting a Technical Approach from the Technical Experts

by Brooke Crouter (This article appeared in the Fall 2011 edition of APMP-NCA’s Executive Summary eZine.) As budgets shrink, there will be fewer new contracts in the government market. With fewer deals, firms that compete for federal business will need to write sharper proposals to win their share of work. It is imperative that our proposals tell a clear story that resonates with the buyer. In particular, we must be able to present a fact-based approach that demonstrates a clear, tangible value to the potential customer. To achieve this, we need three critical elements: compliance, reviewability, and approach. Compliance. Compliance is the “entry fee” to the game; we must respond to the RFP criteria completely or risk having our proposal removed from further consideration. Compliance defines the structure of our response and ensures we meet all requirements. We all know we have to focus on compliance, and we rarely miss...

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