The complacency of incumbent teams is now a thing of legends, and everyone has at least one story of the incumbent we were sure the customer loved who lost and, in some instances, lost big.
The good news is that techniques exist to get your team out of its complacent rut. Check our Proposal Doctor's advice in this eBrief for tips and resources for getting your team into the winner's circle.
Likewise, since capture managers are the quarterback of your team and have to lead your business development, technical, and proposal folks in your campaign to win, Bob Lohfeld shares advice on how you can predict the potential effectiveness of capture managers.
All the best to you and your team!
-The Lohfeld Consulting Group Team
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Predicting capture manager effectiveness
Three tips for finding the right capture manager
The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them.
This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation in this article.
Read Bob Lohfeld's article from Washington Technology.
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Latest capture and proposal Insights
Enjoy our team's recent capture and proposal blog posts
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Professional training class schedule
Proposal Writing - How to write better technical and
managerial proposals that outscore the competition
Do y ou 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 and improve your win rate when pursuing government contracts. (Eligible for 10 APMP CEUs.)
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. (Eligible for 10 APMP CEUs.)
APMP Foundation Level Accreditation Trainin g
(4 class dates)
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 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
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Corporate training
 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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 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. Contact Bob Lohfeld at 410.336.6264 or RLohfeld@LohfeldConsulting.com to discuss your proposal process and infrastructure support requirements.
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Ask Proposal Doctor
 Shaking an incumbent out of its complacent rut Dear Proposal Doctor, I am working with a team that is about to bid on a contract for which they are the incumbents. They have been doing this work for a while and they get plenty of kudos from the customer. However, re-competes are always difficult. These people cannot generate any ideas about how to do things better or differently in the future. They are convinced that they have the answers and that the way they have been delivering services up until now is actually the best way. What can I do to throw a grenade into this scenario? I know that with this attitude, we will lose. -Scared Read more... |
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New Lohfeld capture
and proposal 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.  Buy Now
Lohfeld Consulting Group Insights -
Capture & Proposal
Insights & Tips
 by Beth Wingate and Lohfeld Consulting Group, Inc. Our experts share their proposal development and capture management-related tips, hints, and tricks - along with thoughts on best practices in proposal development. For bulk orders at a 50% discount (40 or more copies), contact Info@LohfeldConsulting.com.
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Schedule capture and proposal support
Let us lead your must-win proposal to victory  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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