Proposal Management for Federal Contractors: Essential Skills and Best Practices | October 24, 2019

Date: October 24, 2019 08:00 am   Location: Deltek University - Herndon, VA

Class date: October 24, 2019

Proposal management covers the process government contractors use to create winning proposals for full-and-open competitions and task order contracts. Proposal management follows a structured process comprising a series of scalable actions and steps aimed at creating high-scoring proposals that result in winning bids.

In this seminar, we’ll explore Lohfeld Consulting Group’s 5-phase government business acquisition framework and see how capture management transitions knowledge to your proposal team and how your proposal team prepares for RFP release, builds a winning proposal, and then prepares for government questions and proposal revisions. The proposal management process covers the proposal management activities from pre-proposal submission through post-submission. We’ll share our industry best practices, tips, tricks, and tools for managing every aspect of your proposals.

Understanding this process is a must for government contractors. This seminar will teach you how successful government contractors consistently win the programs they pursue. You’ll learn how your company can apply this proposal management process, create better proposals, and apply proven techniques to raise your win probability.


What you will learn:

  • Work with your capture management team and understand how proposal management should integrate with capture to build high-scoring proposals. We’ll examine our government Business Acquisition Framework and the components comprising the BD and Capture Management stages, focusing on opportunity identification and qualification, client interaction and the importance of client intimacy in understanding requirements and objectives, capture plan development, capture team organization, opportunity assessment reviews, positioning, competitive assessments, establishing price to win, and bid/no-bid decisions
  • Plan and conduct effective pre-RFP activities to get a jump start on proposal artifact development and focus proposal resources on pre-proposal preparation activities, including assigning proposal resources, developing a strawman RFP, preparing draft writing plans/annotated outlines, developing early-stage proposal products, finalizing your proposal development plan, planning your kickoff meeting, and conducting a pre-proposal gate review
  • Manage your proposal development process after RFP release, including finalizing and validating your proposal outline, design, and resources; conducting the kickoff meeting; finalizing your solution and annotated outlines/writing plans; writing compliant, compelling, and responsive proposal drafts; conducting structured color team reviews with realistic schedules, inputs, and outputs; developing effective proposal graphics; and producing and quality checking your final proposal
  • Manage quick-response task order proposals as well as more traditional proposals for full-and-open competitions
  • Prepare for proposal submission, conduct your closure strategy, clean up and prepare files for post-submission use, get ready for debriefs, and conduct lessons-learned and continual improvement reviews

Plus—you’ll learn how to use proposal productivity tools—and we’ll give you our favorite templates and checklists to help you better plan and manage your proposals.

  • Capture Plan Structure Template
  • SharePoint Proposal Workbench Structure
  • Resume Template
  • Past Performance Write-up Template
  • Proposal Management Plan Structure Template
  • Proposal Development Schedule Samples Template
  • Kickoff Meeting Planner
  • Favorite Proposal Software Tools and Apps List
  • Graphics File Types & Tips Cheat Sheet
  • Editing Checklist
  • Production Checklist
  • Printing/Production Checklist
  • Production Resource Checklist
  • Selected Articles
  • Copy of our latest book

Who should attend?

This class is designed for business development, capture management, and proposal management professionals as well as for company executives and operational managers, including project managers and technical professionals who support new business acquisition activities and need to understand the interrelationships between the capture and proposal phases and the importance of using a structured, repeatable proposal management process. (Eligible for 10 APMP CEUs)

Seminar schedule:

Time Activity
8:00 Registration and breakfast
8:30 Introductions
9:00-10:30 Lohfeld government business acquisition framework overview and the role of the proposal manager
Phase 1 – Opportunity identification and bid decision
10:45-12:00 Phase 2 – Capture management and proposal management coordination
Phase 3 – Pre-proposal preparation, including developing the proposal outline and design, obtaining resources, developing the solution, preparing annotated outlines, and preparing for the kickoff meeting
12:00 Working lunch
12:30-2:15 Phase 4 – Finalize the proposal design, outline, resources, solution, and annotated outlines; conduct kickoff meeting; prepare final proposal drafts and conduct color reviews; develop final graphics; and produce and quality check proposal
2:30-3:45 Phase 5 – Post-submission activities for proposal managers
4:00 Seminar concludes



Maryann Lesnick, Lohfeld Consulting Group Managing Director, CP APMP, PMP, CSM, MOS

Maryann Lesnick teaches our APMP Foundation Certification class. She brings more than 25 years of experience in business development; proposal management, writing, and editing; capture management; project management; and quality management for both federal and commercial sectors. She holds APMP Practitioner-level certification (CP APMP) and is a Project Management Institute (PMI) certified Project Management Professional (PMP). She is also a Certified Scrum Master (CSM) and certified Microsoft Office Specialist (MOS).

Maryann has been active with APMP for the past 13 years, has served on the Board of Directors of the National Capital Area (NCA) chapter for the past 8 years, and served as the 2014-2015 President of that chapter—the largest chapter in the United States. She currently serves as NCA Chapter Membership Chair and is on the Board of Directors for APMP International.

Class location:

The class will be held at:

Deltek Headquarters
2291 Wood Oak Drive, Herndon, VA 20171
(800) 456-2009

Registration Fees:

The cost for the seminar is $695. A light breakfast and lunch will be served. (NOTE: If you have dietary restrictions, please feel free to purchase your own meal in the building’s deli or bring your own food to class – there is a refrigerator and a microwave available for your use).

Discounts available for APMP members ($100 off per class), for anyone who registers for all three public classes ($195 off per class), and for current Lohfeld and Deltek Select or Premium customers ($145 off per class). Contact Beth Wingate ( for discount codes.


Private on-site classes just for your company:

Additional classes in the series include Proposal Writing for Federal Contractors Guide the Evaluator to Award You the Win and Learn Capture Management – How government contractors win business.

These classes can also be taught on-site at your company location with up to 25 people in attendance. To discuss a private training class or our training series and receive a price quote, contact Beth Wingate at 703.638.2433 or