Articles tagged with : best practice

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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Winning solutions begin with a winning proposal team

Crafting a winning solution is an intellectual challenge, but it is also a team challenge. No proposal is won by an “I”; all are won by a team. Yet no matter how many masterminds you assemble, the proposal team is often its own worst enemy. As a proposal or capture manager, how many times have you thought you did everything right? You develop the win strategy, win themes and discriminators; shred, outline and storyboard the RFP; pick solid teaming partners and issue data calls; and assemble a team of experts to architect, write and review…only to result in a color team draft that offers a non-compelling or even non-compliant solution. With a proposal draft that does not reflect the winning vision, what happened? Let’s step back from the proposal solution, and take a look at the team. Proposal teams are short-term, often hastily assembled, and face enormous time constraints. People...

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Improving Win Rates – Strategies and Tactics to Raise Your Success

Did you know your company can raise its win probability by 20% on each and every bid that it submits by following 7 proven steps? Imagine how much additional revenue your firm could generate if you could increase your win rate by 20% -- and imagine how much you could grow your business with the additional profit. Increasing win rates is everybody’s goal, yet few people address the task of raising overall company win rates. In this webinar, capture and proposal expert Bob Lohfeld shares Lohfeld Consulting Group's research on how to increase proposal win rates and explains the 7 factors that affect overall company win rates. Each viewer can use the 7-factor model to assess their company’s performance in key areas that affect win rates and build a preliminary plan for win rate improvement. The 7 steps to raise your win probability will make you better prepared to compete...

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Stepping on toes

How to get roles and responsibilities on track

Dear Proposal Doctor, Despite a kick off meeting at which we discussed roles and responsibilities, everyone on this proposal seems to be stepping on everyone’s toes. The coordinator keeps trying to do my job; the capture manager is trying to be the solution architect; the contracts representative is getting way too involved in pricing. We have redundancy and re-work in some areas and complete neglect in others. How can I get things back on track? Proposal-Manager-in-Chaos Dear Proposal Manager, I feel your pain and have lived through similar experiences. The root cause is an unwillingness to have a discussion of roles and responsibilities at the level of detail required. To emphasize those last six words: at the level of detail required. It is much easier to define roles in general terms. Here is my favorite: “Responsible for red team.” What exactly does that mean? Does the responsible person find the...

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