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Proposal problems?
Ask the Proposal Doctor
Getting proposal team members to "stick to their knitting"...
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Dear Proposal Doctor,
We are a little more than halfway through the response time for a big, must-win bid. Red team madness is approaching. Big gaps exist. We have not road-tested the solution, and we are still missing resumes for people badly needed for us to be credible for this job. Two partners have yet to sign their teaming agreements. Yet the capture manager and the two senior executives with a lot to lose (or gain) are focused (read obsessed) with tiny proposal details such as the colors of the text boxes and the size of the fourth-level heading. How can I get these people to focus on the important things and let me do my job? Why would they want to do my job? I can't understand this! Read more... |
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Audio tip of the month:
Positioning to win
Asking the right questions!
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Ever wonder why some companies appear to be the odds-on favorite to win a contract?
Proposal development expert Beth Wingate (aka AppMaven) offers tips for 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.
Read more...
 Click to listen
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Meet our expert
Briana Coleman, Senior Consultant
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Briana provides proposal management and desktop publishing support to federal contractors. She is highly skilled in proposal strategy development, proposal coordination, writing, copyediting, desktop publishing, and project management. Briana is a certified project manager with extensive federal contract management training and experience. She has expert knowledge of Microsoft Office products as a Microsoft Certified Application Specialist. Briana is an active member of the Association of Proposal Management Professionals (APMP), serving as National Capital Area Chapter (NCA) 2010 and 2011 Mid-Atlantic Proposal Conference & Expo Chairperson.
Read more...
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Lohfeld Consulting Group in the news
7 tips for crafting a dominant proposal summary
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Not all requests for proposals (RFP) call for an Executive Summary, and when proposals must have limited pages, it might be best to skip an Executive Summary.
But for large proposals or RFPs that ask for an Executive Summary, here are 7 steps to creating an effective one...
Read Bob Lohfeld's article from Washington Technology.
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Educational opportunities
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Mastering Proposal Writing for Technical Professionals - How to Create Compelling Content
Sept. 21, 2011, Reston, VA
or Nov. 15, 2011, Reston, VA
This class introduces the tools and techniques for developing winning proposals - from understanding the proposal evaluation process through developing compelling text. Participants learn how to review the RFP, focus on customer issues, develop solutions, create integrated themes and graphics that answer the question Why us?, and use tools like the compliance matrix and annotated outlines to improve writing effectiveness.
Join Brooke Crouter for this 1-day training course sponsored by Deltek/FedSources/Input. We'll take you through Lohfeld Consulting Group's proven processes for writing better proposals more quickly and for consistently receiving higher scores.
Register now for Sept. 21 class! Register now for Nov. 15 class! Capture Management for Government Contractors Oct. 12, 2011, Reston, VA
Capture Management is the process used by government contractors to pursue new business from opportunity identification and qualification through contract award. The process raises a company's win probability and reduces proposal-development costs.
Join Brooke Crouter for this 1-day training course sponsored by Deltek/FedSources/Input. We'll take you through Lohfeld Consulting Group's proven 10-Step Capture Management Methodology and show you how to improve your win rate when pursuing government contracts.
Register now for Oct. 12 class! APMP Foundation Level Accreditation Training Oct. 12, 2011, Springfield, VA
or Oct. 26, 2011, Atlanta, GA
Join Brenda Crist for this 1-day course to prepare to take the APMP Foundation exam. Our course trains students in 22 competency areas covering the bid and proposal field. The competencies are classified into five groups: sales orientation, information research and management, and planning development and management. The course explains best practices for implementing the competencies and provides constructive exercises and practice test questions. Sponsored by APMP.
Register now for Oct. 12 Springfield, VA class! Register now for Oct. 26 Atlanta, GA class! |
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Professional training classes
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Mastering Proposal Writing for Technical Professionals - How to Create Compelling Content
Sept. 21, 2011, Reston, VA or
Nov. 15, 2011, Reston, VA
Join Brooke Crouter for this 1-day training course. We'll take you through our proven processes for writing better proposals more quickly and for consistently receiving higher scores.
Register for Sept. 21 class! Register now Nov. 15 class!
Capture Management for Government Contractors
Oct. 12, 2011, Reston, VA
Join Brooke Crouter for this 1-day training course. We'll take you through our proven 10-Step Capture Management Methodology and show you how to improve your win rate when pursuing government contracts.
Register for Oct. 12 class! APMP Foundation Level Accreditation Training Oct. 12, 2011, Springfield, VA or Oct. 26, 2011, Atlanta, GA
Join Brenda Crist for this 1-day course to prepare to take the APMP Foundation exam. Sponsored by APMP.
Register for Oct. 12 Springfield class! Register for Oct. 26 Atlanta class! |
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Corporate training classes in capture, proposals, and proposal writing - delivered on-site
| Let us design and provide your corporate on-site capture, proposal management, and proposal writing training programs - as well as APMP Foundation-level Accreditation training.
Training Office -
Briana Coleman
703.615.7596
BColeman@LohfeldConsulting.com |
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