Learn how to modernize your proposal writing to win in the digital age
Date: Dec. 14, 2017 12:00 pm EST | 9:00 am PT
Click to register for this free APMP-NCA Chapter/Lohfeld Consulting webinar
Join our team at the APMP Capture & Business Development Conference. This interactive and information-rich one-day conference is designed for senior-level capture, business development (BD), and proposal professionals wanting to learn how to increase business by improving relationships with each other and building strategic contacts between industry and government.
SOURCE: Join us at the APMP Capture & Business Development Conference | Dec. 8, 2017 | McLean, VA
In FY18, 20 Super Small Business Tasks Orders (TOs) with combined ceiling values of more than $1.3 billion and spending to date of more than $1.2 billion will exceed their ultimate expiration date and become eligible for competition (see Exhibit 1). We define a Super Small Business TO as an individual TO awarded under the umbrella of an Indefinite Delivery/Indefinite Quantity (IDIQ) or Government-Wide Acquisition Contract (GWAC). We required that the IDIQ or GWAC contain a selected pool of contractors who compete on request for TO proposals. We ensured all TOs had a distinct primary contract vehicle number and TO contract number and that all TOs were set aside for small business.
In Fiscal-Year 2018, 20 Super Professional Services Task Orders with combined ceiling values of more than $19.6 billion, and spending to date of more than $19.5
In Fiscal-Year 2018, 20 Super Information Technology (IT) Tasks Orders with combined ceiling values of more than $4.4 billion, and spending to date of more than $4 billion will exceed their ultimate expiration date and become eligible for competition (see Exhibit 1). We define a Super IT Task Order as an individual task order awarded under the umbrella of an Indefinite Delivery/Indefinite Quantity (IDIQ) or Government-Wide Acquisition Contract (GWAC). We required that the IDIQ or GWAC contain a selected pool of contractors, who compete on request for task order proposals. We ensured all task orders had a distinct primary contract vehicle number and task order contract number.
Best informed wins. Traditional wisdom tells us that, therefore, the incumbent should win unless they are performing poorly. Yet, despite being seemingly best informed, in recent years incumbents have had approximately the same win rate on rebids as non-incumbents. This two-part webinar will examine how to win from two perspectives. In Part 1, we will focus on proven capture and proposal strategies that challengers can use to defeat incumbent contractors. In Part 2, we will examine how incumbents can best defend their position and retain rebid work beginning on day one of contract award with effective capture and proposal approaches. Come ready with your questions and learn how to best navigate the changing marketplace.
Best informed wins. Traditional wisdom tells us that, therefore, the incumbent should win unless they are performing poorly. Yet, despite being seemingly best informed, in recent years incumbents have had approximately the same win rate on rebids as non-incumbents.
Source: APMP Maple Leaf Chapter webinar | Part 1: Ten ways to unseat the incumbent | Lohfeld
This panel discussion between contracting officers and proposal managers will explore the ways in which the two communities approach the acquisition process from different perspectives, and often, in the process, miscommunicate and create misconceptions.
In this updated presentation, Lisa Pafe reprises her highly rated SPAC 2017 presentation and shares how to modernize your proposal writing (relevant for all proposal managers and writers).
Source: Presentation available | Proposal writing and the eight-second attention span | Lohfeld
Achieving a consistently high proposal win rate requires a highly capable bid and proposal team, in addition to a strong business ecosystem consisting of contracts, finance, human resources, recruiting, technical and project management, communications, partners, and suppliers. If one or more of the components of the ecosystem is weak, your bid can fail. For example, your proposal might fail if your pricing department is unable to produce a cost competitive proposal, recruiters are unable to identify highly qualified key personnel, or project managers do not receive good customer references.
