Articles tagged with : professional development

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...

The Big Chance

Ask the Proposal Doctor

Dear Proposal Doctor, You must help. The senior proposal manager has gone on emergency medical leave, and the big and long-anticipated RFP is in my lap. This is hugely scary for me. I have never managed something this big and complex. So much is riding on a winning response—my heart is racing, and I am escalating into panic mode as I type these words. Should I just tell management that I am not up to the job? What to do? Worried and Panicked Dear Worried, Only you can make the determination as to whether or not to throw in the towel. If you do, it will be hard for your management to promote you or assign you to increasingly challenging proposals in the future. You will have taken yourself out of the running for advancement. So, unless you have a personal situation that precludes your taking on the assignment, I...

Lohfeld Consulting Group Achieves APMP ATO Certification

Brenda Crist to lead our accreditation training workshops and serve as our examiner.

On April 15, 2011 APMP Executive Director Rick Harris announced that Lohfeld Consulting Group is now one of APMP’s Approved Training Organizations (ATOs), allowing us to provide APMP training workshops and administer the APMP-Foundation™ Level accreditation exams. "APMP now has five ATOs with the Lohfeld Consulting Group confirmation,” said Rick Harris."This company leads by example through its education, sponsorship, and volunteerism at both the APMP National Capital Area (NCA) chapter and international levels. We welcome them to the APMP ATO family.” All prospective ATOs must go through an exhaustive approval process to ensure they meet the high-quality course delivery of APMP accreditation standards. The process includes designating a lead trainer, attending and auditing workshops led by APMP’s Chief Examiner, developing course materials that meet APMP accreditation standards, and having those materials approved. "We are very pleased to add the APMP accreditation class to our roster of training programs delivered in...