Proposal Writing for Government Contractors: Guide the Evaluator to Award You the Win | April 27, 2017

Date: April 27, 2017 08:00 am   Location: Deltek University - Herndon, VA

Class date: April 27, 2017

Do you have to write the technical or management sections of proposals? Would you like to learn the process professional writers use to create compelling content quickly for the technical and management sections of a proposal? If you would like to learn how to write better proposals more quickly and consistently receive higher scores, then this 1-day training seminar is for you.


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
  • Proven quality measures for analyzing proposal content
  • How to get organized with schedules, compliance matrices, and outlines
  • How to plan proposal content using techniques such as templates and annotated outlines
  • How to develop strengths-based win themes
  • What proof points are and how to substantiate your claims with them
  • The APB method and how to effectively write compliant, responsive, and compelling proposal responses with it
  • Other tools and tips for effective writing
  • How to develop 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:

Time Activity


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: building a realistic schedule
11:30 LUNCH
12:15 Planning content
Team activity: developing strengths-based win themes
1:15 Proof points
Team activity: identifying necessary data for proof points
2:15 BREAK
2:30 Proposal writing techniques
3:15 Graphics
Team activity: developing action captions
3:45 Proposal review and recovery
4:15 Wrap up and Q&A



The seminar will be taught by Brenda Crist, Principal Consultant at Lohfeld Consulting Group – a leading provider of proposal managementproposal writingproposal training, and capture management services.

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 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 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

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 Julia Quigley ( for discount codes.


Private on-site classes just for your company:

Additional classes in the series include Learn Proposal Management – How government contractors create winning proposals 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 Julia Quigley at 571.421.7766 or