Articles tagged with : proposal team

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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How to deal with sensitive proposal info? Ask the Proposal Doctor

Dear Proposal Doctor, As the proposal manager for a large and important bid, I have access to information that senior executives in my company consider sensitive. Sometimes this is information about future assignments or promotions, and other times it is information about our solution, which suggests something about staffing, relocation, and the like. When people on the proposal team ask me what is going in the proposal, I don't like telling them something that isn't true, but the higher-ups insist that certain things be kept confidential. This puts me in a bind. What is the right approach in this situation? -Torn Between the Team and the Execs Dear Torn, You raise an excellent point. Since you didn't say whether you are a consultant or a full-time employee, I cannot tell if this is a recurring problem or just a one-time event. It is troubling for two reasons. First, it is...

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How to bring a proposal team to a single POV? Ask the Proposal Doctor

Dear Proposal Doctor, As a newly-accredited APMP member (Foundation Level), I appreciate the importance of making everything customer-focused. That is a big part of the curriculum. I get that. Here is the problem: our RFP has been out for several weeks, and everyone on my team has a different idea of who the customer really is and what they really want. This divergence of opinion is making it very hard to come to closure on important parts of our solution that should have been decided a long time ago. Some people on the proposal team are senior, with a lot of expertise and many years of experience. Others are more junior, but in closer contact with people likely to be influential in the final decision. The discussions go in circles with no clear conclusion or resolution. At this rate, not only will we never get done, we will never get...

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Pressing commitments – how to be “fair” as proposal manager?

Dear Proposal Doctor, I am running a big proposal. Several people on the team are critical to the effort because of how much they know. Each seems to have some kind of personal commitment that cuts into their day several times a week. It’s either kids, medical appointments, other professional commitments, a sick relative, a household repair, or something else. I don’t want to have one standard for most of the team (you need to be in the office) and another standard for a select minority (you can set your own schedule because I can’t live without you). I am at a loss as to how to manage this and still maintain the morale of the team. Please help. -Trying To Be Fair Dear Trying, You are correct. It is very difficult to have two standards and maintain your integrity as a leader. So, I would suggest just one standard,...

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