Articles tagged with : infrastructure

How to raise your win rate by 20%

Knowing which investments to make and predicting the payoff is the challenge

All executives want to increase their win rate. If you could raise your company’s overall win rate by 20%, the payoff in additional revenue, earnings, and shareholder value could be huge. Company revenues would increase, earnings would increase by the marginal profit rate on the new revenue, and shareholder value would increase proportionally to your increase in earnings. But, knowing which investments to make and predicting the payoff is the challenge. Here’s how to choose your investments and predict the resulting increase in win rates. First, let me make sure everyone understands that we are talking about the investment you make to improve your company’s overall win rate. This is the average win rate on all proposals your company submits, not your win rate on a specific proposal. (We use a different model to predict the outcome for individual bids.) 7-Factor Model To predict increases in overall company win rates, we...

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4 Fundamentals for creating a winning proposal – GovCon Business Development Weekly with Bob Lohfeld

Deal yourself a winning hand when you write your next proposal

Process carries the day," notes Lohfeld Consulting Group CEO Bob Lohfeld during his 4 Fundamentals for Creating a Winning Proposal webinar, part of the GovWin Business Development Weekly Series. 4 Fundamentals for Creating a Winning Proposal (click for presentation) Audience Q&A from presentation (click for Q&A)  

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Why your win rate is hurting your business

If you win every bid, you might be too conservative

Win rates vary widely among companies, and we see them range from as low as 10 percent to as high as 80 percent based on a variety of factors, including companies that bid anything and everything to those that bid too conservatively. To assess how your win rate stacks up against your competition, take a look below. Equally important, examine the details behind your win rate. These can direct you to areas where you can make substantive improvements. Win rate: 80% to 100% Color score: Green Assessment and recommendations for improvement: Doing very well, but opportunity qualification and bid decision criteria are set too conservatively. Adjust these criteria slightly to increase the number of procurements you bid, and you will significantly increase new business revenue. Win rate: 50% to 79% Color score: Blue Assessment and recommendations for improvement: You are in the zone. Your capture and proposal processes are working,...

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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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