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Capture & Proposal eBrief
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Lohfeld Consulting Group, Inc.
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January 2013
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A New Year, new opportunities, two new Lohfeld team books available on Amazon.com, a new team member - and more support to help you deal with your new (and recurring!) capture and proposal challenges! Improve your career with APMP Foundation Level Accreditation - seats still available in our Feb. 18 class. All the best to you as we make our way together through 2013!
-The Lohfeld Consulting Group Team
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5 questions to derail an LPTA procurement
What you ask might guide an agency
away from a low-price contract
 Recently, while teaching a capture management class, a capture manager asked me what he could do when the contracting officer for a pending IT services bid said he wanted to use lowest price technically acceptable (LPTA) evaluation criteria versus the traditional best-value tradeoff approach.
The capture manager and the government program manager wanted to avoid a price shootout, but the contracting shop wouldn't agree.
When confronted with this situation, here are five questions a capture manager should answer to help the technical client steer clear of LPTA requirements.
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New Lohfeld Consulting Group books
Available on Amazon.com and by special order
 Best Informed Wins - Collected Articles of Bob Lohfeld from Washington Technology 2010 - 2012
Bob Lohfeld shares his capture management and proposal management thoughts and best practices - along with business development advice for the government contracting industry. Order your copy on Amazon.com (Kindle and paperback)!
Lohfeld Consulting Group Insights Capture & Proposal
Insights & Tips
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Educational opportunities
Capture, proposal writing, proposal management, and APMP Foundation-level accreditation
Join Brenda Crist for this 1-day course or 4-day webinar to prepare to take the APMP Foundation exam.
Register now for May 10, 2013, Waterford at Springfield, VA class
Register now for July 8, 15, 22, 29, 2013, 4-part webinar
Register now for Sept. 13, 2013, Courtyard by Marriott Chevy Chase, MD class
Register now for Nov. 8, 2013 Waterford at Springfield, VA class
Capture Management - How government
contractors win business (multiple dates)
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.
Register now for March 13, 2013 class
Proposal Writing - How to write better technical and
managerial proposals that outscore the competition
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?
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Latest Insights
 Enjoy our latest capture and proposal-related blog posts:
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Tom Gorman joins
our team
Capture Specialist, Strategy Developer, Volume Lead
 Tom Gorman has more than 30 years' experience winning unclassified and classified contracts in the DoD, federal, and international markets. His broad background in business development, marketing, capture, engineering, and training encompasses all aspects of capture management from pre-RFP through proposal development. Previously, Tom was Sector Director of Strategic Captures for Northrop Grumman's Electronic Systems sector, where he provided expert guidance and support to all "must win" captures. He led the sector's Capture Leadership Center, where he developed win strategies for over 150 captures and led a team of capture and proposal experts in development of winning captures and written/oral proposals for large systems, sensors, products, and technologies. Read more...
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Ask Proposal Doctor
 How to screen and interview proposal managers? Dear Proposal Doctor, My organization is woefully short of proposal managers and I have been under pressure to hire more. We advertise in the usual places and we get applicants. The interview process does not seem to be a good predictor of who will be effective and who will be a good fit with our environment. No matter what questions we ask, we don't seem to find out the right information. Sometimes we are pleasantly surprised; more often, we are not. This means we might be actually turning away the candidates we should be hiring. What are the right questions to ask? I am wondering how other people screen applicants for this position? -Immersed in Job Interviews Read more... |
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Schedule capture and proposal support
Make us part of your
winning solution  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 of over 100 consultants 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.
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Forward to a friend
We hope you found our Capture & Proposal Tips eBrief interesting and informative! Please feel free to forward this monthly eBrief to your colleagues so they can stay current with the latest capture and proposal management news an  d tips.
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Beth Wingate serves as 2013 APMP CEO
 The Association of Proposal Management Professionals (APMP) 2013 Board of Directors has been announced. Beth Wingate will serve as the 2013 APMP CEO and 2014 Past CEO. She served as 2012 APMP COO. The 2013 Board will provide strategic leadership and guidance to the leading global organization for proposal management, bid, tender, capture and business development professionals.
"The APMP Board of Directors represents balanced regional diversity from APMP's international membership and reflects the commitment of dedicated members who have made significant contributions to the Association and industry for a number of years," said Rick Harris, Executive Director. The APMP Executive Committee was elected by the APMP membership, and the newly-appointed Directors were selected by a Nominating Committee.
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Need help with capture and proposal processes and infrastructure?
 We provide capture and proposal process benchmark evaluations, and we develop process-improvement roadmaps to increase your government business acquisition win rate. We can tune up your existing processes and build and implement your business development infrastructure enterprise-wide.
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Corporate training classes in capture, proposal management,
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.
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