Articles tagged with : proposal management skills

Proposal Management for Federal Contractors: Essential Skills and Best Practices | March 28, 2019

Class date: March 28, 2019 Proposal management covers the process government contractors use to create winning proposals for full-and-open competitions and task order contracts. Proposal management follows a structured process comprising a series of scalable actions and steps aimed at creating high-scoring proposals that result in winning bids. In this seminar, we’ll explore Lohfeld Consulting Group’s 5-phase government business acquisition framework and see how capture management transitions knowledge to your proposal team and how your proposal team prepares for RFP release, builds a winning proposal, and then prepares for government questions and proposal revisions. The proposal management process covers the proposal management activities from pre-proposal submission through post-submission. We’ll share our industry best practices, tips, tricks, and tools for managing every aspect of your proposals. Understanding this process is a must for government contractors. This seminar will teach you how successful government contractors consistently win the programs they pursue. You’ll...

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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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How to screen and interview proposal managers?

Dear Proposal Doctor, My organization is woefully short of proposal managers and I have been under pressure to hire more. We advertise in the usual places and we get applicants. The interview process does not seem to be a good predictor of who will be effective and who will be a good fit with our environment. No matter what questions we ask, we don’t seem to find out the right information. Sometimes we are pleasantly surprised; more often, we are not. This means we might be actually turning away the candidates we should be hiring. What are the right questions to ask? I am wondering how other people screen applicants for this position? -Immersed in Job Interviews Dear Immersed, You are correct. Proposal management is not a textbook subject, so it is difficult to ask “the right” questions. People can claim to have certain skills and attitudes, and they might...

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Are good proposal managers two-faced? Yes, and they have to be!

This session examines the two sides of proposal management, discussing how to incorporate that strategic element into proposal execution

A good proposal manager has two distinct faces: one is strategic; one is tactical. Everyone is familiar with the tactical aspects of proposal management get the team organized, create and stick to the schedule, and make sure delivery is on time. The other face is strategic, working with the capture manager to identify the storyline for the effort, getting the discriminators identified early, and helping the capture manager gather the intelligence that will ensure the final product is not just compliant, but really sells the firm. Good proposal managers are able to go beyond the mastery of the process steps and interact at an executive level with the capture manager, account executives, and company leadership to ensure that strategy and tactics are synchronized. This session examines the two sides of proposal management, discussing how to incorporate that strategic element into proposal execution. Download Are Good Proposal Managers Two Faced_APMP Dallas...

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