Articles tagged with : BD

Capture Management for Federal Contractors: How to Win before RFP Release | May 18, 2017

Class date: May 18, 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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Proposal Writing for Government Contractors: Guide the Evaluator to Award You the Win | April 27, 2017

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. Registration: Click to register 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...

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Using “Send Personally” in BD and proposals

The right tool can save you precious time—and Send Personally is a hidden gem to save time when composing emails

Technology has increased the capacity for what we can do in proposals, but with the plethora of new tech coming out, it’s hard to keep up and sometimes great products fail to garner national attention. In this post, I’m featuring one application that isn’t widely known, but could save you time in business development (BD) and proposals. Send Personally, a plug-in for Microsoft Outlook, allows you to compose one email with several recipients in the “To” field and Outlook will send an individual version of that message to everyone in the “To” field. For instance, you could write an email about an upcoming deadline to John, Sally, and David. When you click “Send Personally,” Outlook will send three identical emails: one each to John, Sally, and David. If you want to add a personal touch, you can set the email to include a greeting with the name associated with the...

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20 ways to reduce B&P costs and still win

Washington Technology Article

Many companies have experienced flat or declining sales in the prior year and, consequently, are dealing with reduced bid and proposal (B&P) budgets this year. This begs the question, can proposals be written in a less-costly way without reducing win rates? Obviously, we can reduce proposal costs, but many cost-reduction initiatives cause win rates to plummet. To find out why proposals cost too much, I asked our proposal consulting team to share their insights. Since this team works on the front lines of about 400 proposals per year, I was sure they could offer valuable insight into why costs are too high and what companies can do to reduce proposal costs without lowering win rates. Here are some of the reasons we found that proposal costs are higher than they should be. False starts Some companies fail to review the RFP before starting their proposal. In these instances, they kick...

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