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4 Fundamentals for creating a winning proposal – GovCon Business Development Weekly with Bob Lohfeld

Deal yourself a winning hand when you write your next proposal

Process carries the day," notes Lohfeld Consulting Group CEO Bob Lohfeld during his 4 Fundamentals for Creating a Winning Proposal webinar, part of the GovWin Business Development Weekly Series. 4 Fundamentals for Creating a Winning Proposal (click for presentation) Audience Q&A from presentation (click for Q&A)  

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6 ways your proposal can fail – and how to avoid them

I received a call from a mid-sized large business that had submitted a proposal for IT services and had just learned their proposal did not make competitive range. They were irate and wanted to protest, alleging that the government had not fairly evaluated their proposal. They had hired a proposal consultant, spent lots of money developing their proposal, and were assured their proposal was professionally done. Before filing the protest, the company asked me to review their proposal. Here’s what I found when I did the review and what I told them. Professionally developed proposals always have the same characteristics — they are compliant, responsive, compelling, and customer focused. They present a solution that is easy to evaluate and score well — and they are aesthetically attractive. I used each of these criteria while reviewing this company's submission. Compliance The proposal’s structure is expected to follow the request for proposal’s (RFP)...

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7 tips for crafting a dominant proposal summary

Focus on the customer, be feature rich, and help evaluators maximize your score

Not all requests for proposals (RFP) call for an Executive Summary, and when proposals must have limited pages, it might be best to skip an Executive Summary. But for large proposals or RFPs that ask for an Executive Summary, here are seven steps to creating an effective one. 1. Decide when to write. I’m in the camp that believes later is better. An Executive Summary is a summary of your proposal, and if you haven’t written the proposal, it is hard to write an effective summary. If you decide to write your Executive Summary early to give guidance to your proposal team about your approach and major strengths, plan to write twice. 2. Stay focused. An effective Executive Summary provides an overview of your proposal and highlights the features that will be scored as strengths in the evaluation. Clearly tie the features of your approach to the benefits the client...

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Audio Tip: Positioning to win

Tips for positioning your company effectively by asking the right questions

Alternative content This month, capture and proposal development expert and columnist for Washington Technology magazine, Bob Lohfeld, offers tips for positioning your company effectively by asking the right questions. Ever wonder why some companies appear to be the odds-on favorite to win a contract? Positioning is one of the fundamental steps in capture management. A well-orchestrated, pre-RFP ritual goes on long before a procurement is released for bid. Throughout the positioning ritual, companies aim to be viewed by the customer as one of the small group of top contenders for award. A positioning score card is a useful tool to assess how well you are positioned. A typical scorecard measures the effectiveness of your positioning campaign. It describes each positioning objective and the criteria used to assess how well you achieved each objective. Here are the basics to include on your positioning scorecard: Do you understand the requirements and objectives?...

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