Lohfeld Consulting Group - page 5

Highly profitable businesses are agile. They devote time to researching new bids and pruning their pipeline to maximize their win rate. Their bid staff keep a challenging workload, yet they have enough time to focus on each bid. Does this sound like a wishful thinking? It doesn’t have to be. Here are five tips that can help re-energize your businesses pipeline and increase your win rate.

Source: 5 tips for improving your business pipeline and bottom line | Lohfeld

There are anywhere from four to 16 different personality types depending on your Google search results. In the context of proposal color team reviews, proposal managers and review team leads have probably encountered quite a medley of non-constructive participants who seem to do everything in their power to impede progress. Adding to this problem is the increase in virtual review meetings. When reviewers are not physically present, they often exhibit different (ruder) personality types than they would in person.

Source: Are personalities ruling your color team reviews? | Lohfeld

Date: March 22, 2018 at 11:20 am
Location: Cobb Energy Performance Arts Center (CEPAC), Atlanta

This interactive panel will explore automation as it relates to proposal management across fields, from the point of view of multiple generations and proposal disciplines. Panelists come from different perspectives, functions, and industries to appeal to a wide audience and address challenges from across the profession. With the large body of work available within large companies, or open source sets, a good machine-learning algorithm could consume, learn, and write proposal language. As computers get better to the extent that they can actually accomplish tasks satisfactorily, what roles do we carve for ourselves as proposal professionals?

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Source: Proposal development in an increasingly automated world | APMP SPAC 2018 Presentation | Lohfeld

Date/time: March 22, 2018 at 2:40 pm
Location: Cobb Energy Performance Arts Center (CEPAC), Atlanta

Proposal best practices dictate that we hold color team reviews — Blue, Pink, Red, and Gold — practically the entire rainbow. Yet, often our proposal reviews prevent us from successfully reaching the finish line for three primary reasons. First, typical review teams are bloated with unprepared, un-briefed, unqualified, and/or uninterested reviewers. Second, our proposal reviews place incorrect focus on the likes and dislikes of the reviewers rather than on how customer proposal evaluators will score and rank proposals. Third, we rarely give reviewers enough time to perform their assignments effectively. This presentation will present and solve these problems, with ample audience polling and discussion.

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Source: Are your proposal reviews derailing the win? APMP SPAC 2018 Presentation | Lisa Pafe | Lohfeld

Contractor resources for addressing government shutdowns

Source: Federal Government shutdown, CRs, and what contractors need to do | Lohfeld

It’s Thursday. Time for another proposal color team review. The Proposal Manager is faced with one of these all-too-familiar scenarios.

Source: Are your proposal review teams derailing the win? | Lohfeld

By now, federal contractors realize that they must own multiple award contracts to compete in the $95 billion federal market. (If we subtract classified spending from this figure, fiscal 2017 IT spending topped $80 billion).

Source: Behind the curtain: A look at the government’s hidden market | Lohfeld

Do proposal managers and contracting officers (COs) have anything in common? Most likely, what we have in common is that we are on each other’s list of pet peeves. Or, one could argue, proposal managers think about the CO much more often than the CO thinks about us! As in, “When will the CO answer the questions? Will the CO extend the due date?”

Source: Can proposal managers and contracting officers find common ground? | Lohfeld

How to do more with less is an age-old question. The simple answer is that we must increase productivity to achieve maximum results for time and effort expended. In the proposal world, productivity means more than generating more bid activity; it means generating more wins within resource constraints.

SOURCE: Doing more with less is all about strengths

Learn how to modernize your proposal writing to win in the digital age, using persuasive, attention-grabbing techniques and clearly relevant writing.

SOURCE: Recording available | Proposal writing and the eight-second attention span