Articles tagged with : capture team

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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How to bring a proposal team to a single POV? Ask the Proposal Doctor

Dear Proposal Doctor, As a newly-accredited APMP member (Foundation Level), I appreciate the importance of making everything customer-focused. That is a big part of the curriculum. I get that. Here is the problem: our RFP has been out for several weeks, and everyone on my team has a different idea of who the customer really is and what they really want. This divergence of opinion is making it very hard to come to closure on important parts of our solution that should have been decided a long time ago. Some people on the proposal team are senior, with a lot of expertise and many years of experience. Others are more junior, but in closer contact with people likely to be influential in the final decision. The discussions go in circles with no clear conclusion or resolution. At this rate, not only will we never get done, we will never get...

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Building the technical solution – the Lego effect

Association of Proposal Management Professionals (APMP) Bid & Proposal Con 2012 Presentation

One of a capture and proposal team’s goals should be early translation of client requirements into a solution addressing critical client business issues. Early development of a preliminary solution allows the team to preview the proposed solution with clients to verify decisions, test alternatives, and make create awareness of information that might improve their perception of us. Previewing also allows us to gather valuable feedback to refine our detailed solution so it is client-centric and specific. Previewing may also help shape requirements that will appear in the RFP, providing us with a competitive advantage. Building the technical solution (The Lego Effect presentation) explores proposal solutioning – what it includes, how to develop solutions, and how to use them prior to the RFP. It addresses how to build a solution leveraging subject matter experts (SME) and includes a set of questions to get SMEs focused on what is required. Click here...

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