Articles tagged with : capture strategies

Webinar: Assessing capture readiness | Dec. 5, 2018 | APMP-NCA Chapter Lunch Break

Business capture takes time and money, sometimes with few tangible results. How do you assess capture readiness for each opportunity in your pipeline? This webinar will explore Key Performance Indicators (KPIs) that help you measure and track capture progress, improve capture quality, and increase PWin. Presenter: Lisa Pafe, CPP APMP Fellow and PMP, Vice President of Lohfeld Consulting Group, brings nearly 30 years of capture and proposal experience. She is the past APMP-NCA President and also served as Vice President and Speaker Series Chair. She holds a BA from Yale University, MPP from Harvard University, and MIS from The George Washington University. Register: https://register.gotowebinar.com/register/2543654572866201346

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Capture Management for Federal Contractors: How to Win before RFP Release | January 17, 2019

Class date: January 17, 2019 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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Capture Management for Federal Contractors: How to Win before RFP Release | April 19, 2018

Class date: April 19, 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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4 strategies that can kill your recompete

Love is not an evaluation criterion in federal procurements

I regularly get calls to review capture strategies for companies competing on “must win” procurements. I have done an equal number of these reviews for companies during the time when they were in their capture phase (before the final request for proposals is released), during their proposal development phase when everyone was working hard to write the winning proposal, and, regrettably, after the company had submitted its proposal and been told that they had lost their “must win” deal. Often these procurements are for contract recompetes, where the company is the incumbent contractor performing the work. There is a common thread among all of these reviews—incumbent contractors all too often focus on the wrong strategies. I thought I would share some of these losing strategies with you in the hope that you don’t take your next “must win” recompete down the same losing path. 1. They love us Every incumbent contractor,...

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