Articles tagged with : proposal review

Capture Management for Federal Contractors: How to Win before RFP Release | September 18, 2019

Class date: September 18, 2019 Capture management is the process used by government contractors to pursue and win new business. In this seminar, you’ll learn the 10-step capture management process developed by Lohfeld Consulting Group, which covers the major capture management activities from identifying and qualifying new business opportunities through RFP release. Additionally, this seminar shows you how to conduct capture reviews and manage the entire capture process. Understanding this process is a must for government contractors. You will learn how successful government contractors consistently win the programs they pursue. You will take away the capture management tools and techniques that your company can apply to make better decisions and increase your win probability. Registration: Click to register What you will learn: In this Capture Management seminar, you’ll learn how to: Select and qualify new business opportunities Make a rigorous pursuit and bid/no-bid decision Develop your Capture Plan Create competitive...

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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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Can you keep your bid out of the reject box?

I was asked to review one of the proposals submitted for the first stage of the Army’s multi-billion dollar “Army Eagle” logistics procurement and to advise an unsuccessful bidder why the company had failed to make the cut. My answer was straightforward – the bidder failed to write a proposal for the evaluators to evaluate. Here’s how the proposal went wrong. Army Eagle is a multiple award procurement for large and small businesses that is being competed in stages. The first-stage submission, which I reviewed, was an advisory stage that required bidders to submit a short proposal describing their understanding of the Army’s logistics program and how their team’s capabilities and resources could help fulfill that mission. Based on this response, the Army advised bidders whether their team might be successful should they decide to proceed to stage 2 of the competition, the submission of a full proposal. Stage 1...

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The Proposal Dentist: Extracting a Technical Approach from the Technical Experts

by Brooke Crouter (This article appeared in the Fall 2011 edition of APMP-NCA’s Executive Summary eZine.) As budgets shrink, there will be fewer new contracts in the government market. With fewer deals, firms that compete for federal business will need to write sharper proposals to win their share of work. It is imperative that our proposals tell a clear story that resonates with the buyer. In particular, we must be able to present a fact-based approach that demonstrates a clear, tangible value to the potential customer. To achieve this, we need three critical elements: compliance, reviewability, and approach. Compliance. Compliance is the “entry fee” to the game; we must respond to the RFP criteria completely or risk having our proposal removed from further consideration. Compliance defines the structure of our response and ensures we meet all requirements. We all know we have to focus on compliance, and we rarely miss...

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