Strength-Based Winning: Win More by Solutioning to Strengths | DATE CHANGE May 15, 2019

Date: May 15, 2019 08:00 am   Location: Deltek University - Herndon, VA

Class date: DATE CHANGED TO May 15, 2019

Winning proposals have the best and possibly the most strengths. This class sets 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



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.

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