Proposal Writing for Federal Contractors: Guide the Evaluator to Award You the Contract | December 12, 2019

Date: December 12, 2019 08:00 am   Location: Deltek University - Herndon, VA

Class date: December 12, 2019

In this class, you will learn how to improve your proposal writing, resulting in improved proposal quality and increased win rates. Students will learn what constitutes great proposal writing as well as how to plan and write effective proposals, avoid pitfalls commonly found in proposal writing, and write content to efficiently increase proposal evaluation scores. Class exercises allow students to practice these skills in class with instructor feedback.


What you will learn:

  • How the government evaluates proposals in order to write content that achieves high scores
  • Seven proven quality measures for analyzing proposal content
  • How to get organized with schedules, compliance matrices, and outlines
  • How to make best use of internal resources
  • How to plan proposal content using techniques such as content plans and annotated outlines
  • How to develop Strength Statements
  • How to use proof points for better persuasion
  • How to apply tools including the SUPS method for effective writing
  • How to develop titles and action captions for graphics that underscore key messages
  • How to recover your content based on review feedback

Who should attend?

This course is designed for technical and managerial professionals, company executives, and proposal professionals who are called upon to write sections of proposals or lead proposal volumes. (Eligible for 10 APMP CEUs)

Seminar schedule:



Registration and breakfast

Introductions and purpose

9:00 How the government evaluates and scores proposals
9:30 Defining a great proposal/7 proven quality measures
9:45 BREAK
10:00 Getting organized
Team activity: outlining
11:30 LUNCH
12:15 Planning content
Team activity: Strength statements
1:15 Proof points
Team activity: identifying data to support writing
2:15 BREAK
2:30 Proposal writing techniques
Team activity: SUPS approach
Team activity: Rewrite bad writing
3:15 Graphics
Team activity: developing action captions
3:45 Proposal review and recovery
4:15 Wrap up and Q&A



Brenda Crist, Lohfeld Consulting Group Vice President

Brenda Crist teaches our Winning Business for Federal Contract Project Managers class, Proposal Writing, and APMP Foundation Certification classes. As a consultant she serves as a senior capture and proposal manager. She helps clients work with their staff and partners to create winning, well-written proposal solutions. She offers hands-on experience from leading and conducting systems and network management projects for many civilian and military clients.

Brenda stays current with the latest procurements, their requirements, and industry best practices. Brenda served as the 2010 President and formerly as 2009 Vice President and Professional Day Chairperson for the APMP-NCA Chapter. She is the current Chapter Programs Chair for the APMP Chesapeake Chapter and served as the 2017 Vice Chairperson. She has been an active member of APMP-NCA since 2003, serving as Professional Day Chair of Publicity, Speakers Program, and Chairperson for the 2006, 2007, and 2008 events, respectively. Brenda is a frequent presenter at APMP Bid & Proposal Conferences and APMP-NCA Mid-Atlantic Proposal Conferences.

Brenda was inducted as an APMP Fellow in June 2011 and also received the Steven S. Myers Award for 2011 APMP Chapter Chair of the Year.

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 Consulting and Deltek Select or Premium customers ($145 off per class). Contact Beth Wingate ( for discount codes.


Private on-site classes just for your company:

Click here and scroll to “Training Courses” for a listing of additional classes. Any class can also be taught on-site at your company location with up to 25 attendees. To discuss a private training class or our training series and receive a price quote, contact Beth Wingate at 703.638.2433 or