Articles tagged with : government proposal

2014 realities force companies to change tactics

Sticking to the old ways may spell your demise

This article was originally published September 20, 2013 in WashingtonTechnology.com. By Bob Lohfeld There is no doubt that going into fiscal 2014, the market will be different. Sequestration and continuing resolutions will take their toll on the federal budget, resulting in fewer procurements. The net result is that competition for the remaining government dollars will be stiffer as companies battle for market share. Companies that don’t change their tactics to compete in the new budget-constrained government market will give way to others who are adapting to these new challenges. As part of our webinar series on Winning Business in the Government Market, we polled over 300 companies to see what they were doing to raise their competitiveness in the coming year and found some interesting results. Here’s what we learned. How good is your capture process? The centerpiece of a company’s business acquisition campaign is its capture management process. As...

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Questioning the questions? Ask the Proposal Doctor

Dear Proposal Doctor, The battle over which questions to send to the government customer on a long and not-very-well-written RFP has begun. The desktop publishers want to ask about fonts. The graphics people want to ask about color and foldout pages. The solution architect wants to ask about specifications and performance metrics. The contracts people want to suggest new terms and conditions. The pricing people want to ask about….everything. Just collecting, vetting, discussing, formatting, and submitting the questions could eat up our entire response time. What is a proposal manager to do? How can we streamline this process? -Questioning the Questions Dear Questioning, You’ve touched on a subject near and dear to my heart. Yes, this could easily spiral out of control. Worse yet, you could give away important information through your questions and, worse even than that, you could get back answers that only obfuscate the situation further. It...

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Best of AppMaven 2012: PC/iPad tools and apps that deliver on a shoestring budget

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

Proposal gurus fuse many specialized elements to develop winning proposals. Leverage AppMaven’s time and effort-reducing PC tools, iPad apps, and tricks to develop and manage your proposals more efficiently and effectively. This real-time demo presents the “best of” Beth’s 2010 and 2011 APMP Intl. and Regional Conferences demos of cost-effective PC/iPad tools & apps – plus new tools and apps – and provides reliable tips and advice on using them to increase your winning proposal capabilities. Many tools are inexpensive/free and useful for one-person to large proposal organizations (commercial and government) developing small to large proposals and task order responses. Download the booklet - AppMaven's Favorite PC and iPad Tools 2012_Beth Wingate you can use every day to reduce the time it takes to do your job. Refine your proposal development and management capabilities using these tools and create proposal magic on a shoestring budget! Download AppMaven 2012_APMP Bid and...

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Improving Win Rates – Strategies and Tactics to Raise Your Success

Did you know your company can raise its win probability by 20% on each and every bid that it submits by following 7 proven steps? Imagine how much additional revenue your firm could generate if you could increase your win rate by 20% -- and imagine how much you could grow your business with the additional profit. Increasing win rates is everybody’s goal, yet few people address the task of raising overall company win rates. In this webinar, capture and proposal expert Bob Lohfeld shares Lohfeld Consulting Group's research on how to increase proposal win rates and explains the 7 factors that affect overall company win rates. Each viewer can use the 7-factor model to assess their company’s performance in key areas that affect win rates and build a preliminary plan for win rate improvement. The 7 steps to raise your win probability will make you better prepared to compete...

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