Articles tagged with : best practices

Government Matters | Francis Rose and Bob Lohfeld discuss Bob’s new book, “10 Steps to creating high-scoring proposals”

Government Matters (ABC7 and NewsChannel 8) host Francis Rose and Bob Lohfeld discuss Bob's new book, 10 Steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters, and how government contractors can apply these principles to grow their businesses. ---   Click to watch the interview --- In this book, we share our modern perspective on proposal management and what matters within the proposal process. We’re using these insights to help our customers concentrate on what’s truly important in proposal development and on best practices that may have fallen to the wayside in their companies. Available on Amazon.com (paperback and Kindle) – click to order We examine the Federal Government source selection decision-making process and what the government evaluators and the final decision maker look for as they review your proposals. We discuss our strength-based solutioning process and the difference between features and benefits—and how...

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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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Webinar replay – Doing more with less and winning more!

Lohfeld Business Winning Webinar

Today companies are trying to make the most of every dollar to increase their competitive edge. Even a small decrease in overhead costs or increase in productivity can make big difference. Lisa and Brenda decompose a budget for developing a 30-day proposal and a 10-day proposal for small, medium, and large companies and provide recommendations for decreasing costs, while also streamlining workflow, effectively using automation, and working smarter not harder. They also describe how they implement management best practices like Agile, Information Technology Infrastructure Library® (ITIL), and Project Management Body of Knowledge (PMBoK), and commonly used tools and technology to generate cost savings. Doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long-term savings. Lisa and Brenda share best practices for cost savings. Click to watch the webinar and download the webinar presentation....

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Today’s market demands benchmarking proposals – here’s how

Bob Lohfeld offers advice on how to benchmark your proposals and increase your win-rates

I attended a session on proposal benchmarking at the Association of Proposal Management Professionals, National Capital Area Chapter’s (APMP-NCA), Mid Atlantic Proposal Conference & Exhibition a few months ago and was surprised to learn how few companies actually benchmark the quality of their proposals or the capabilities of their proposal departments. In the session led by BJ Lownie of Strategic Proposals, only about 15% of the 75 companies represented acknowledged that they regularly benchmark their proposal quality and proposal department’s capabilities. Since benchmarking is such a powerful tool to help raise win rates, I’m devoting this article to explaining why this should become a regular practice for all serious competitors in the government market. Benchmarking proposal department capability Needless to say, as the government market shrinks, only the best competitors will prosper, and those with high-performing proposal organizations will lead that charge. I have written numerous articles about creating high-performing...

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