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Today's market demands benchmarking proposals - here's how
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...
| Read Bob Lohfeld's article from Washington Technology.
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Latest Insights
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Enjoy our latest capture and proposal-related blog posts:
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Educational opportunities
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Jan. 25, 2013, Herndon, VA - New date
April 9, 2013, Herndon, VA
Do you have to write the technical or management sections of proposals? Would you like to learn the process professional writers use to create compelling content quickly for the technical and management sections of a proposal?
Join Brooke Crouter for this 1-day training course. We'll show you how to write better proposals more quickly and consistently receive higher scores.
Register now for Jan. 25, 2013 class!
Register now for April 9, 2013 class!
APMP Foundation Level Accreditation Training
Feb. 18, 2013, Silver Spring, MD
This 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, planning development and management. The course explains best practices for implementing the competencies and provides constructive exercises and practice test questions.
Join Brenda Crist for this 1-day course to prepare to take the APMP Foundation exam. Sponsored by APMP Chesapeake Chapter.
Capture Management - How government contractors win business
Feb. 22, 2013, Herndon, VA - New date!
Join Brooke Crouter for this 1-day training course and improve your win rate when pursuing government contracts.
Join Beth Wingate for this 1-day training course. We'll examine the Proposal Management process from pre-proposal through post-submission activities. ...And, we'll share our industry best practices, tips, tricks, and tools for managing every aspect of your proposals.
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Proposal problems? Ask Proposal Doctor
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Dear Proposal Doctor, I am running a big proposal. Several people on the team are critical to the effort because of how much they know. Each seems to have some kind of personal commitment that cuts into their day several times a week. It's either kids, medical appointments, other professional commitments, a sick relative, a household repair, or something else. I don't want to have one standard for most of the team (you need to be in the office) and another standard for a select minority (you can set your own schedule because I can't live without you). I am at a loss as to how to manage this and still maintain the morale of the team. Please help. Trying To Be Fair Read more... |
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Schedule capture and proposal support
Make us part of your winning solution
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Our mission is to help our clients win more government contracts.
When you need help with capture management or creating a winning proposal, let our capture and proposal experts support you.
Our team members average more than 20 years' experience pursuing, managing, and writing competitive proposals for government contractors. We specialize in IT, aerospace and defense, professional services, and other technology-related procurements.
Contact us, visit our web site, or call us today at 703.820.0075.
Some free support
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 Professional training classes
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Proposal Writing - How to write better technical and managerial proposals that outscore the competition
Jan. 25, 2013, Herndon, VA - New date!
April 9, 2013, Herndon, VA
Join Brooke Crouter for this 1-day training course. Learn the process professional writers use to create compelling content quickly for the technical and management sections of a proposal. We'll show you how to write better proposals more quickly and consistently receive higher scores.
Register now for Jan. 25 class!
Register now for April 9 class!
APMP Foundation Level Accreditation Training
Feb. 18, 2013, Silver Spring, MD
Join Brenda Crist for this 1-day course to prepare to take the APMP Foundation exam. Sponsored by APMP.
Register now for Feb. 18 class!
Capture Management - How government contractors win business
Feb. 22, 2013, Herndon, VA - New date!
May 7, 2013, Herndon, VA
Register now for Feb. 22 class!
Register now for May 7 class!
Proposal Management - How government contractors create winning proposals
March 13, 2013, Herndon, VA - New date!
June 18, 2013, Herndon, VA
Join Beth Wingate for this 1-day training course. We'll explore Lohfeld Consulting Group's 5-phase government business acquisition framework. We'll share our industry best practices, tips, tricks, and tools for managing every aspect of your proposals.
Register now for March 13 class!
Register now for June 18 class!
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Let us manage your must-win proposals
Our expert proposal staff can manage and support your proposals.
We provide:
- Capture managers
- Proposal managers
- Volume leads
- Technical writers
- Graphic artists
- Editors
- Desktop publishers
- Proposal coordinators
- Orals coaches
All of our proposal leadership team members are experts in winning government contracts.
Contact Amy Barden at 703.820.0075 or ABarden@LohfeldConsulting.com to discuss your upcoming proposal-support requirements.
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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.
On-site APMP Foundation-level Accreditation training
Train your capture and proposal team and achieve APMP Foundation-level Accreditation for everyone in your organization.
Training Office -
Briana Coleman 703.615.7596 BColeman@LohfeldConsulting.com |
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