Best Informed Wins series
Best Informed Wins, Volume 1
Collected Articles of Bob Lohfeld from Washington Technology 2010 – 2012
Edited by Beth Wingate
By Bob Lohfeld
Overview
In this collection of essays, Bob Lohfeld shares his thoughts on capture management and proposal management as well as best practices. He also provides business development advice for the government contracting industry. These essays are strategically specific and act as a brief handbook for busy professionals.
Outline
What’s in this book:
- To succeed, deliver what you promised
- Better reviews equal better proposals
- Get the most out of your contract debriefing
- 5 tips for hiring a proposal consultant
- 3 Steps to improving your proposals
- What the government won’t tell you about your proposal
- 3 Keys to creating winning proposals
- 10 Reasons why you need capture management
- Resolve to improve your win rate
- Ask the right questions to understand customer objectives
- 5 Passing grades you need to lead the pack
- 3 Critical steps to surviving tough times
- Pitfalls to avoid in a down market
- Why your win rate is hurting your business
- 5 Predictions for the 2020 Market
- 7 tips for crafting a dominant proposal summary
- 6 Ways your proposals fail
- How bad are your proposals?
- How to raise your win rate by 20%
- 3 tips to maximize past performance
- How to avoid a contract protest
- 6 quick fixes that will improve your company’s win rate
- Can you keep your bid out of the reject box?
- Will low-price contracting make us all losers?
- 100 words that kill your proposals
- 4 Keys to better capture analytics
- Do’s and don’ts of lowering your proposal costs
- 7 steps from good to great proposals
- Today’s market demands benchmarking proposals—here’s how