Proposal Writing for Federal Contractors: Guide the Evaluator to Award You the Win | March 12, 2020

Date: March 12, 2020 08:00 am

Class date: March 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:

In this Proposal Writing seminar, you’ll learn how to:

  • 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



Lisa Pafe, Lohfeld Consulting Group Vice President

Lisa Pafe teaches our Proposal Review seminar, Proposal Writing class, GWAC/IDIQ class, and APMP Foundation Certification class. She brings 25 years’ experience in management consulting, marketing, business development, project management, and proposal management. Her experience also encompasses project management, business process improvement, and organizational change management. She is a Project Management Institute (PMI) certified Project Management Professional (PMP) and an APMP Fellow with Professional-level certification (CPP APMP). She is a trained Internal Auditor for ISO 9001:2008. She holds a Masters of Information Systems from The George Washington University School of Business and a Masters of Public Policy from Harvard University. Lisa has managed hundreds of winning government proposals and brings extensive experience in all aspects of business capture and proposal operations.

Lisa was the 2016/2017 APMP National Capital Area (NCA) Chapter President and previously served as Vice President and Chair of NCA’s Speaker Series Planning Committee.

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