Articles tagged with : APMP-NCA

NEW Lohfeld book released – 10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters

We’re excited to introduce our latest book to you—10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters—now available on Amazon in paperback and Kindle formats. Here’s an overview of our new book. (You can find out more about our other five books here.) Introduction Beth Wingate, President Bob Lohfeld developed the 10 steps to creating high-scoring proposals presentation that he and I expanded into this book to share our modern perspective on proposal management and what matters within the proposal process with our customers. We’re using these 10 steps to help our customers concentrate on what’s really important in proposal development and on best practices that may have fallen to the wayside because of different priorities within their organizations. In this book, Bob will walk you through the source selection decision-making process and what the government evaluators and the final decision maker look...

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Capture Management for Federal Contractors: How to Win before RFP Release | September 21, 2017

Class date: September 21, 2017 Capture management is the process used by government contractors to pursue and win new business. In this seminar, you’ll learn the 10-step capture management process developed by Lohfeld Consulting Group, which covers the major capture management activities from identifying and qualifying new business opportunities through RFP release. Additionally, this seminar shows you how to conduct capture reviews and manage the entire capture process. Understanding this process is a must for government contractors. You will learn how successful government contractors consistently win the programs they pursue. You will take away the capture management tools and techniques that your company can apply to make better decisions and increase your win probability. Registration: Click to register What you will learn: In this Capture Management seminar, you’ll learn how to: Select and qualify new business opportunities Make a rigorous pursuit and bid/no-bid decision Develop your Capture Plan Create competitive...

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APMP Foundation Level Certification Training Class | Oct. 12, 2017 | APMP-NCA Mid-Atlantic Conference & Expo

Develop your career by taking APMP Foundation Level Certification training from Lohfeld Consulting Group and becoming certified. APMP offers the only professional certification program for those working in a bid and proposal environment. This course trains students for the refreshed Foundation exam based on the APMP Body of Knowledge (BoK). The competencies are classified into five groups: sales orientation, information research and management, planning development, and management. The course explains best practices for implementing the competencies and provides constructive exercises and practice test questions. Click to register Exam content: The exam is a 1-hour multiple choice, pass-fail, open book exam with 75 questions.  Class Format: If the registration minimum is not met by October 7th, this class will be delivered as a live webinar on the same date, at the same time as the originally scheduled class. In this event, registered attendees will be contacted with instructions to access the...

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Discriminating your offer: 5 steps to competitive edge

As we look back on 2015 and ahead to the challenges of 2016, it is clear you must find ways to discriminate your bid from the competition. Discriminating your offer is especially difficult for service providers (vs. product providers) as the playing field is fairly level and more bidders are competing for less work. Market competition is a battleground, and your goal should be to win the war…or at least the must-win battles that comprise your target revenues. This edition of the APMP-NCA Executive Summary eZine focuses on discriminating yourself from the competition. In my experience, five steps are key to gaining competitive edge. Understand your industry. First things first! In order to discriminate your bid, you must know who your competitors are. Amazingly, many companies have cut their competitive intelligence capabilities due to budget constraints. Reserve enough B&P dollars to at least research your industry and lines of business...

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