Articles tagged with : Bob Lohfeld

100 words that kill your proposals

Inexperienced proposal writers seem to use words that should be avoided when writing proposals. These inappropriate words and phrases can weaken a proposal, annoy evaluators, and even undermine the bidder’s credibility. To help you write better proposals, we have compiled a list of the most frequently used words that should be avoided when writing proposals. Some of these came from Carl Dickson at CapturePlanning.com, while others came from lists that have circulated around the proposal industry for so long that the identity of the original authors has been lost. Our list doesn’t cover every word that should be avoided, and there are certainly exceptions to the usage rules, but our list does provide guidance and suggests alternative words that will strengthen your proposal. (The full list is actually about 200 words.) 100-Words-to-Avoid-in-Proposals-Lohfeld-Consulting-Group (click to download) Here’s a brief discussion of the kinds of words you should avoid. Crutch words When...

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Bob Lohfeld honored as 2012 APMP Fellow at Bid & Proposal Con

(Dallas, TX) — May 30, 2012 — The Association of Proposal Management Professionals (APMP), the international association representing proposal, business development, and capture management professionals, announced its new class of 2012 Fellows at the association's Bid & Proposal Con 2012 in Dallas, TX last week. The APMP Fellows Award is the association's highest honor and recognizes individuals who have made significant contributions to new business acquisition, their profession, and their association. The award is open to all APMP members who have belonged to the association for 5 or more years. The four APMP Fellows honored at Bid & Proposal Con 2012 are: Bob Lohfeld, Founder and CEO of Lohfeld Consulting Group, Inc. Olessia Smotrova-Taylor, President, OST Global Solutions, Inc. David Warley, Managing Consultant, Bid to Win Ltd, UK Ruth Turman, Senior IT Support and Proposal Manager, Companion Data Services The Fellows Awards were presented in front of 150 industry professionals...

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3 tips to maximize past performance

Take advantage of this predictor of how well you'll perform

Almost every proposal you write has a requirement for information on past performance. The government uses this information to evaluate how well your company has performed on similar programs and expects your past performance to be a predictor of how well you will perform on the program you’re currently bidding. Because past performance can be an important discriminator in the evaluation and selection process, there are some things you should know about how to write your past performance response. Past performance versus past experience Past performance comprises a set of specific contracts that you select to demonstrate how well your company, or your team, has performed on contracts that are similar in size, scope, and complexity to your current bid. Past experience, which is sometimes confused with past performance, is about the broader issue of what experience and expertise the bidding organization has gained from all of its contract work and...

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