Articles tagged with : government proposal

Audio Tip: Positioning to win

Tips for positioning your company effectively by asking the right questions

Alternative content This month, capture and proposal development expert and columnist for Washington Technology magazine, Bob Lohfeld, offers tips for positioning your company effectively by asking the right questions. Ever wonder why some companies appear to be the odds-on favorite to win a contract? Positioning is one of the fundamental steps in capture management. A well-orchestrated, pre-RFP ritual goes on long before a procurement is released for bid. Throughout the positioning ritual, companies aim to be viewed by the customer as one of the small group of top contenders for award. A positioning score card is a useful tool to assess how well you are positioned. A typical scorecard measures the effectiveness of your positioning campaign. It describes each positioning objective and the criteria used to assess how well you achieved each objective. Here are the basics to include on your positioning scorecard: Do you understand the requirements and objectives?...

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How to Increase Your Company’s Win Rate in 7 Proven Steps

The 7 steps to raise your win probability will make you better prepared to compete at the highest competitive levels, improve your capture and proposal game, and plan and reduce the workload needed to create winning proposals. Bob Lohfeld shows you how to assess your company’s ability to compete and make real recommendations to increase your new business win rate. How to Increase Your Companys Win Rate in 7 Steps_Bob Lohfeld_2_22_2012_APMP Webinar final 28 Question Score Card_Increasing Your Win Rate_Bob Lohfeld

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Audio Tip: Three Keys to Creating Winning Proposals

What the best proposals have in common

Alternative content This month, capture and proposal development expert and columnist for Washington Technology magazine, Bob Lohfeld, offers three keys for creating winning proposals. Creating winning proposals is not the same as writing a proposal. Anyone can write a proposal for government work, given enough time and resources. However, only one bidder writes the winning proposal. The best proposals have three things in common: They are directed and written by talented people experienced at writing proposals. They follow a similar, defined process. They are designed in an environment that creates proposals efficiently. Your capture and proposal managers bring necessary skills to plan, staff, lead, and control your capture campaign and develop your competitive proposal. The capture manager leads the campaign, and the proposal manager comes in before RFP release to focus on developing the proposal. This team knows that the first step to a winning proposal is developing a winning...

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Welcome to the new era of business development

Process is king in today's market, and that requires more investments in finding and chasing the right opportunities.

This article was originally published May 2, 2011 in WashingtonTechnology.com and features interviews with business development leaders, including Bob Lohfeld By Heather Hayes It’s no secret that there are fewer new opportunities in the government market, thanks to looming budget cuts and an increasing trend away from the use of new contract awards in favor of established governmentwide acquisition contracts. However, companies can increase their ability to compete and even boost their win rates and revenues if they invest in and optimize their business development and capture management processes and tools. “More companies are fighting for smaller pieces of business out here in the market, but those companies that invest and work hard to build and optimize their processes will do better in competition,” said Robert Lohfeld, CEO and founder of Lohfeld Consulting, a proposal services consulting firm, and a columnist for Washington Technology. “It’s a lengthy journey to creating...

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