Articles tagged with : win probability

Improving Win Rates – Strategies and Tactics to Raise Your Success

Did you know your company can raise its win probability by 20% on each and every bid that it submits by following 7 proven steps? Imagine how much additional revenue your firm could generate if you could increase your win rate by 20% -- and imagine how much you could grow your business with the additional profit. Increasing win rates is everybody’s goal, yet few people address the task of raising overall company win rates. In this webinar, capture and proposal expert Bob Lohfeld shares Lohfeld Consulting Group's research on how to increase proposal win rates and explains the 7 factors that affect overall company win rates. Each viewer can use the 7-factor model to assess their company’s performance in key areas that affect win rates and build a preliminary plan for win rate improvement. The 7 steps to raise your win probability will make you better prepared to compete...

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How bad are your proposals?

Only 15% of companies said their proposals were always compliant, responsive, and compelling

In last month’s column, 6 ways your proposal can fail, I wrote about a company that submitted a less-than-professional proposal and wondered how pervasive this problem really is. After all, as professional proposal managers, how bad can our proposals really be? All professional proposal managers strive to make every proposal compliant, responsive, and compelling, yet a recent presentation reinforced my assessment that only about 15% of the firms bidding on U.S. government contracts consistently achieve these fundamental objectives. In a GovCon Business Development Weekly webinar hosted by Deltek’s Michael Hackmer, I discussed four fundamentals for creating a winning proposal. The first three fundamentals comprise creating a compliant, responsive, and compelling proposal. We polled the 150 webinar participants from a cross-section of small to large government contractors and asked them to rate how well their proposals did in achieving those three objectives. What we learned was surprising. Only 15% said their...

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Audio Tip: Positioning to win

Tips for positioning your company effectively by asking the right questions

Alternative content This month, capture and proposal development expert and columnist for Washington Technology magazine, Bob Lohfeld, offers tips for positioning your company effectively by asking the right questions. Ever wonder why some companies appear to be the odds-on favorite to win a contract? Positioning is one of the fundamental steps in capture management. A well-orchestrated, pre-RFP ritual goes on long before a procurement is released for bid. Throughout the positioning ritual, companies aim to be viewed by the customer as one of the small group of top contenders for award. A positioning score card is a useful tool to assess how well you are positioned. A typical scorecard measures the effectiveness of your positioning campaign. It describes each positioning objective and the criteria used to assess how well you achieved each objective. Here are the basics to include on your positioning scorecard: Do you understand the requirements and objectives?...

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How to Increase Your Company’s Win Rate in 7 Proven Steps

The 7 steps to raise your win probability will make you better prepared to compete at the highest competitive levels, improve your capture and proposal game, and plan and reduce the workload needed to create winning proposals. Bob Lohfeld shows you how to assess your company’s ability to compete and make real recommendations to increase your new business win rate. How to Increase Your Companys Win Rate in 7 Steps_Bob Lohfeld_2_22_2012_APMP Webinar final 28 Question Score Card_Increasing Your Win Rate_Bob Lohfeld

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