Articles tagged with : training

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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7 Proven factors to raise your company’s win rate (survey results)

These survey results (7 Proven Factors to Raise You Company's Win Rate (Survey Results) March 2012-Lohfeld Consulting Group) show how proposal managers from 36 companies rated their individual company’s performance in the 28 factors that we use to predict a company’s overall win rate.  You can see from the survey that there is room for improvement in all of the areas surveyed. Areas where most companies need immediate improvement are: Capture and Proposal Training – this training is only provided by 52% of the companies surveyed. Every company should have a career development training program and make capture and proposal training available to appropriate employees. Business Acquisition Process – only 54% of the companies surveyed have documented their business acquisition processes. If you are going to have a defined, repeatable, and managed process, the first step is to document the process. Process Management – only one company in three reviews...

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How to Build Professional Skills in Proposal Management

Ask the Proposal Doctor

Dear Proposal Doctor, I have been in proposals for five years and love the industry--- I am one of those anomalies that thrive on little sleep, junk food, and a drive to win! I am hungry to improve and learn as much as I can. Besides joining the Association of Proposal Management Professionals (APMP), what else do you suggest I do to improve my skills, knowledge, and general competency in proposal management? The "green" Proposal Manager" Dear Green, Great question. I admire your commitment to continuous improvement. Knowledge is experiential in this business. At the same time, proposal managers need skills that are inherent in other professions. First, consider courses or online training that will improve communication skills, both written and spoken. For written communication, look at courses offered in technical writing in a local community college, through the Society for Technical Communication, or online. Many organizations offer training in...

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