Articles tagged with : proposal development

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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AppMaven’s 250+ recommended PC, web-based, iOS, Android, and Windows tools for 2016

Tools and apps to support BD and proposal professionals

Everyone involved with winning business for their companies uses technology (laptops/tablets/smart phones/wearables) daily to aid their efforts. Whether you focus on BD, capture, proposal management, writing, editing, graphics, or contracts, you have favorite tools you couldn’t live without! Forrester surveyed 2,045 technology decision makers, and over half "reported that wearables were a priority—32% replying that wearables are a critical or high priority” over the coming year. Download the newly updated AppMaven's Favorite PC, web, iOS, Android, and Windows Tools - 2016 checklist for 2016 with over 250 handy PC and web-based applications and iOS/Android/Windows tools. Many are free, and all are suitable for one-person to multi-department corporate proposal centers. Please email your favorite BD/Proposal tools and apps to AppMaven@LohfeldConsulting.com for review and possible inclusion in future presentations and posts. Thanks to everyone for your great recommendations! Beth Wingate, APMP 2013/2014 CEO/Past CEO and APMP Fellow (aka AppMaven), has more than...

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Can you hire an effective capture manager?

Three tips for finding the right person

The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them. This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation in this article. The triple threat Capture managers are part business development (BD) manager, part project manager, and part proposal manager. In this hybrid role, they serve to prepare a company to compete for and win the larger, more-complex bids in the government market and are appointed when a company makes a decision to pursue a particular procurement. You should view capture managers as a triple threat—professionals who are skilled in the three areas of BD, project management,...

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4 strategies that can kill your recompete

Love is not an evaluation criterion in federal procurements

I regularly get calls to review capture strategies for companies competing on “must win” procurements. I have done an equal number of these reviews for companies during the time when they were in their capture phase (before the final request for proposals is released), during their proposal development phase when everyone was working hard to write the winning proposal, and, regrettably, after the company had submitted its proposal and been told that they had lost their “must win” deal. Often these procurements are for contract recompetes, where the company is the incumbent contractor performing the work. There is a common thread among all of these reviews—incumbent contractors all too often focus on the wrong strategies. I thought I would share some of these losing strategies with you in the hope that you don’t take your next “must win” recompete down the same losing path. 1. They love us Every incumbent contractor,...

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