Articles tagged with : proposal tools

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...

Continue reading...

Do’s and don’ts of lowering your proposal costs

I used to think that no one would have the audacity to say you’re spending too much on proposals as long as you were winning. With companies falling short of revenue goals, however, most certainly there will be downward pressure on all operating costs, including proposals costs. There are easily 50 ways to reduce proposal costs, but regrettably 45 of these will also lower your win rate. The challenge is to reduce proposal costs without reducing your win rate. We have done a lot of work on win rates and ways to reduce proposal costs. Here are some ideas that work and some that don’t. Compensation levels for proposal professionals With few exceptions, reducing proposal costs is all about reducing the total amount of labor needed to create a winning proposal, not reducing the hourly rate paid to the workforce. In the proposal field, you pretty much get what you pay...

Continue reading...

Best of AppMaven 2012: PC/iPad tools and apps that deliver on a shoestring budget

Association of Proposal Management Professionals (APMP) Bid & Proposal Con 2012 Presentation

Proposal gurus fuse many specialized elements to develop winning proposals. Leverage AppMaven’s time and effort-reducing PC tools, iPad apps, and tricks to develop and manage your proposals more efficiently and effectively. This real-time demo presents the “best of” Beth’s 2010 and 2011 APMP Intl. and Regional Conferences demos of cost-effective PC/iPad tools & apps – plus new tools and apps – and provides reliable tips and advice on using them to increase your winning proposal capabilities. Many tools are inexpensive/free and useful for one-person to large proposal organizations (commercial and government) developing small to large proposals and task order responses. Download the booklet - AppMaven's Favorite PC and iPad Tools 2012_Beth Wingate you can use every day to reduce the time it takes to do your job. Refine your proposal development and management capabilities using these tools and create proposal magic on a shoestring budget! Download AppMaven 2012_APMP Bid and...

Continue reading...

Using Best Practices to Build Your Production Battle Plan

You can win all of these battles but still lose the war if you do not succeed on the final task—producing and delivering the bid!

Contractors fight many battles during the war to win business with the government, from capture management and solutioning to finding key personnel. You can win all of these battles but still lose the war if you do not succeed on the final task—producing and delivering the bid! Briana Coleman provides sound guidance for developing your own production battle plan, taking you through the BD life cycle and discussing how to incorporate production into each phase. Using war stories from the industry’s leading editors, desktop publishers, graphic artists, and printing companies, she discusses best practices. Briana defines production elements (it’s more than just hitting print), discusses how to budget (time and money) for production and when to start, identifies key skills of the best production staffs, and tells how to begin contingency planning. Review comprehensive production checklists to help you develop your own winning production battle plan for your next bid....

Continue reading...