Articles tagged with : proposal metrics

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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Today’s market demands benchmarking proposals – here’s how

Bob Lohfeld offers advice on how to benchmark your proposals and increase your win-rates

I attended a session on proposal benchmarking at the Association of Proposal Management Professionals, National Capital Area Chapter’s (APMP-NCA), Mid Atlantic Proposal Conference & Exhibition a few months ago and was surprised to learn how few companies actually benchmark the quality of their proposals or the capabilities of their proposal departments. In the session led by BJ Lownie of Strategic Proposals, only about 15% of the 75 companies represented acknowledged that they regularly benchmark their proposal quality and proposal department’s capabilities. Since benchmarking is such a powerful tool to help raise win rates, I’m devoting this article to explaining why this should become a regular practice for all serious competitors in the government market. Benchmarking proposal department capability Needless to say, as the government market shrinks, only the best competitors will prosper, and those with high-performing proposal organizations will lead that charge. I have written numerous articles about creating high-performing...

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Proposal Doctor: Stop the madness

How to steer management towards realistic metrics and schedules

Dear Proposal Doctor, The company I work for is bidding on a large government contract, and the proposal is a huge undertaking. My team consists of more than 50 people, and my MS Project schedule has hundreds of lines. It’s a challenge, which is to be expected. I was excited and optimistic when we started, but now I have a boatload of senior executives breathing down my neck. All the time! I spend at least half of every day explaining and justifying what we are doing to some vice president or other and the other half of the day managing the proposal. How can I get these people off my back? Pounded by Management Dear Pounded, Your frustration is understandable, and so is the behavior of your managers. The company is spending a lot on this proposal—in real cost as well as opportunity cost—if your team has 50 people on...

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