Articles tagged with : SME

Getting a non-producer to deliver? Ask the Proposal Doctor

Dear Proposal Doctor, I have one non-producer on my proposal team. Everyone in the organization has told me that this guy is the absolute right person to craft a 10-page section on a topic that he knows inside out. But, he doesn't deliver. He keeps saying it is in progress, and I will get something soon. Others have told me not to worry. However, as a proposal manager, how can I not worry? This person could make or break the entire proposal. Time is ticking. Please tell me what to do before it is too late. Biting My Fingernails Dear Biting, You are right to be worried! This is an archetypal proposal situation, and one that is particularly common in "expert cultures" where people have more knowledge in their heads than they can ever get onto paper—much less into 10 pages. The good news is that there are ways out...

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Lohfeld team presents at APMP’s Bid & Proposal Con 2012

Lohfeld Consulting Group’s team presented to more than 625 bid, tender, proposal, marketing, business development, and capture professionals from all over the world at APMP’s 2012 Bid & Proposal Con, May 22-25, 2012 in Dallas, TX Check out our team’s presentations, and be sure to download AppMaven’s 2012 Favorite PC Tools and iPad Apps! Best of App Maven: PC/iPad Tools and Apps that Deliver on a Shoestring Budget (Beth Wingate) Building the Technical Solution (Brooke Crouter) Are Good Proposal Managers Two-faced? Yes, and They Have to Be! (Kristin Pennypacker) Lohfeld Consulting Group's Highlights from APMP Bid & Proposal Con 2012, Dallas, TX Click here to view these pictures larger  

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Ask the Proposal Doctor: How to write technical volumes more efficiently

Running out of ideas...

Dear Proposal Doctor, I work for a small business, and all our engineers work on a customer site while our BD/Proposal staff work at our office (which is in another state). This makes writing the technical volume really difficult because we can’t get our engineers on site to write. We end up having to travel a lot, which disrupts the proposal and takes people away from their families for weeks at a time. How could we write technical volumes more efficiently? Running Out of Ideas Dear Running, This is a situation many proposal managers face frequently, so I’m glad you wrote to me about it. In one respect, you are fortunate. You said you can’t get your engineers to write. This is actually a good thing. Typically, engineers struggle with proposal writing. So, it’s a great idea to team them up with someone who is an experienced writer. Professional writers know how to interview...

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Ask the Proposal Doctor – Waiting by the phone

Strategies for working effectively with subject matter experts

Dear Proposal Doctor, One subject matter expert (SME) in my company has the bulk of the information we need for the technical proposal. It is all in his head. This person is very busy with clients all day and keeps telling me that he will write the sections assigned to him at night—and that he will meet the deadline. We are a week into the writing period, and so far, he has produced nothing. He is inaccessible all day and often does not answer his cell phone in the evening. I have left messages every day for the past week— sometimes several a night—but he has not called back. Panic is setting in. Please help! Waiting by the Phone Dear Waiting, First, let’s face facts. This SME is not going to call you. So don’t bother waiting by the phone. Now, let’s go to the underlying assumption in your letter,...

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