Articles tagged with : process management

NEW Lohfeld book released – 10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters

We’re excited to introduce our latest book to you—10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters—now available on Amazon in paperback and Kindle formats. Here’s an overview of our new book. (You can find out more about our other five books here.) Introduction Beth Wingate, President Bob Lohfeld developed the 10 steps to creating high-scoring proposals presentation that he and I expanded into this book to share our modern perspective on proposal management and what matters within the proposal process with our customers. We’re using these 10 steps to help our customers concentrate on what’s really important in proposal development and on best practices that may have fallen to the wayside because of different priorities within their organizations. In this book, Bob will walk you through the source selection decision-making process and what the government evaluators and the final decision maker look...

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7 Proven factors to raise your company’s win rate (survey results)

These survey results (7 Proven Factors to Raise You Company's Win Rate (Survey Results) March 2012-Lohfeld Consulting Group) show how proposal managers from 36 companies rated their individual company’s performance in the 28 factors that we use to predict a company’s overall win rate.  You can see from the survey that there is room for improvement in all of the areas surveyed. Areas where most companies need immediate improvement are: Capture and Proposal Training – this training is only provided by 52% of the companies surveyed. Every company should have a career development training program and make capture and proposal training available to appropriate employees. Business Acquisition Process – only 54% of the companies surveyed have documented their business acquisition processes. If you are going to have a defined, repeatable, and managed process, the first step is to document the process. Process Management – only one company in three reviews...

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