Government Matters (ABC7 and NewsChannel 8) host Francis Rose and Bob Lohfeld discuss Bob’s new book, 10 Steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters, and how government contractors can apply these principles to grow their businesses.
Date: Aug. 1, 2017
Time: 12:00 p.m. EDTLisa Pafe will reprise her SPAC 2017 presentation, which was highly rated in the SPAC feedback survey and is relevant for all proposal managers and writers. A 2015 Microsoft study found that digital distractions have resulted in the average person having an 8-second attention span, less than a goldfish! A 2016 Harvard Business Review article stated that bad writing is the biggest productivity buster. Yet, we still write proposals the old-fashioned way, as if our evaluators have unlimited time and focus. This presentation will discuss how to modernize our proposal writing to win in the digital age, using persuasive, attention-grabbing techniques such as calls to action, exceeding expectations, and clearly relevant writing.
Source: Proposal writing and the 8-second attention span | Free webinar | Aug. 1, 2017 | Lohfeld
Describing potential risks and proposed mitigations is an excellent way to show proposal evaluators you understand project complexities. In Part 1 of this blog post, I discussed six common pitfalls to demonstrating understanding and how to avoid them.
Source: Do you understand how to show you understand? (Part 2 of 2) | Lohfeld
Proposal professionals use the term wired to refer to a request for proposal (RFP) they believe is rigged to ensure one company wins. Customers rig an RFP by using specific requirements and evaluation criteria that favor one company versus the competition. Although there are many ways to wire an RFP, here are 10 common methods:
Amtower Off Center host Mark Amtower interviews proposal expert Bob Lohfeld on Bob’s new book: 10 Steps to Creating High-Scoring Proposals.
Click to listen to Mark’s interview.
Source: 10 steps to high scoring proposals | Amtower Off-Center | Lohfeld
RFPs regularly ask bidders to demonstrate understanding. The understanding section(s) is challenging to write. Your understanding sets the stage for the solution you propose and its substantiated benefits. A mediocre understanding reduces customer confidence in your ability to perform the work. Here are six common pitfalls and how to avoid them.
Source: Do you understand how to show you understand? (Part 1 of 2) | Lohfeld
Kick off your conference experience on Monday, June 12 from 7:00–9:00 p.m. at the Welcome Reception sponsored by Lohfeld Consulting Group. Visit with old friends, meet new colleagues, and network the night away!
Be sure to stop by our booth to check out our latest book—10 Steps to creating high-scoring proposals—and enter to win our Kindle Voyage grand prize (AppMaven’s ereader of choice)!
Here’s to a great conference! We can’t wait to see you in New Orleans!
Source: Join us at the 2017 APMP Bid & Proposal Con in New Orleans! | Lohfeld
We’re excited to introduce our latest book to you—10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters—now available on Amazon in paperback and Kindle formats. Here’s an overview of our new book. (You can find out more about our other five books here.)
Not to beat the same drum too much, but it is important to remember that research is king!
As we reviewed in previous posts, conducting in-depth internal research of who you are, what you do, and how you do it is the first crucial step to uncovering the right target markets, positioning you to determine relevant opportunities, and providing the understanding of where you can make an impact.
As any gardener knows, without the proper care, your plants won’t grow and flourish! Well, the same can be said for your business. You must plan, prepare, and implement the proper care for success, such as developing an appropriate brand position, crafting relevant marketing messages, and determining the right media mix to attract, influence, and engage customers. In this part of our GTM strategy, we’ll review the importance of developing a brand position and marketing strategy/messaging campaign, using brand, image and promotion development tactics.