Strength-Based Winning: Win More by Solutioning to Strengths | June 4, 2018

Date: June 04, 2018 08:30 am   Location: 1101 K St NW, Suite 500 Washington, DC 20005

Class date: June 4, 2018

Winning proposals have the best and possibly the most strengths. In this class with Bloomberg Government, we set the framework for how the Government evaluates proposals and what constitutes a strength to Government evaluators. Attendees learn how to perform strength-based capture, strength-based solutioning, and strength-focused proposal reviews as well as write proposal text that highlights those strengths.


What you will learn:

In this Strength-Based Solutioning seminar, you’ll learn how to:

  • How the government evaluates proposals and determines strengths, weaknesses, deficiencies and risks
  • How to plan and manage effective strength-based solutioning sessions
  • How to budget and map strengths for higher scores
  • How to write proposal text featuring strengths that are supported by proof points
  • How to conduct strengths-based proposal reviews and score your proposal like a Government evaluator
  • How to use results to efficiently increase proposal evaluation scores.

Who should attend?

This class is designed for business development, capture management, solution architect, and proposal management professionals as well as for company executives and operational managers, including project managers and technical professionals who participate in solutioning, writing and reviewing proposals.

Seminar schedule:

8:30 Introductions and purpose
9:00 How the Federal Government evaluates and scores proposals
9:30 BREAK
9:45 What is a Strength?
Activity: Identifying Strengths
10:45 Vetting Strengths with the customer as part of capture
11:15 Identifying evidence of Strengths
Activity: Identifying proof points to support strengths
12:00 Lunch break
1:00 Strength-based solutioning
Activity: Strength-based solutioning
1:45 Strength-based proposal writing
Activity: Outlining with strengths
Activity: developing win themes with strengths
3:00 Break
3:15 Strength-based proposal reviews
Activity: Creating a scoresheet for an evaluation subfactor
4:00 Strength-based lessons learned
4:15 Wrap up and Q&A



Liz Skarlatos applies her 30 years of business development, capture management, proposal management, and proposal writing experience to our Capture Management class. For the last 14 years at Booz Allen, Liz served as business development manager and capture manager, as well as proposal management expert, primarily focused on Intelligence Community (IC) customers. She grew and maintained a robust opportunity pipeline, developed and maintained key industry relationships and competitive intelligence, developed win strategy for and managed corporate-defined Top 10 captures and proposals, and coached and mentored staff in business development, capture management, and proposal management and execution.

As a senior proposal subject matter expert (SME) in TRW’s Proposal Operations Center, Liz developed and executed proposal win strategy and successfully managed proposals for federal, civil, defense, IC, and international customers. She served as proposal manager, management volume lead, past performance volume manager, staffing volume manager, security volume manager, basis of estimate (BOE) writer, compliance manager, proposal section writer, staffing/resume writer, proposal process trainer, and color team reviewer.

Class location:

The class will be held at:

Bloomberg Government
1101 K St NW, Suite 500
Washington, DC 20005

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 three or more registrations ($195 off per class), and for current Lohfeld Consulting customers ($145 off per class). Contact Julia Quigley ( 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 Julia Quigley at 571.421.7766 or