Articles tagged with : capture analytics

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...

Continue reading...

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...

Continue reading...

4 Keys to better capture analytics

And 7 ways to measure the quality of your pursuit decisions...

Capture analytics is the science of measuring how well you have performed each of the activities in your capture management process and then correlating these measurements with the outcomes of your bids. Understanding this correlation can help you make better decisions about what deals to pursue and how likely you are to win, and they can improve the accuracy of your revenue predictions. The foundation for capture analytics is econometrics, which uses statistical techniques to isolate the degree to which each activity in the capture process contributes to the win. It takes a lot of historical data to do this correlation well, but when done correctly, it can become a powerful predictor of win rates and new business revenue. So how does it work and how can you use capture analytics to your advantage? Measuring capture performance Capture management is a process that has a defined set of activities to...

Continue reading...