Secrets to Building a Proposal Powerhouse

Imagine being tasked with transforming your team into an unstoppable proposal powerhouse. Where would you start? This question was posed to the bid and proposal community on LinkedIn, and the responses from 202 professionals gave clear insights into where teams believe their greatest growth potential lies. 42% focused on training and development, 26% prioritized improved proposal processes, 21% looked to analyze past wins and losses, and 10% eyed automation tools.

So, how can bid and proposal managers leverage these areas to turn their team into a proposal powerhouse? Let’s break it down.

1. Training and Development (42%)

Unsurprisingly, most respondents identified training as the most critical factor. Continuous development ensures that your team has the skills to address evolving challenges. Investing in training offers immediate and long-term returns by enhancing writing, compliance, and management skills. Practical workshops and Association of Proposal Management Professionals (APMP) certifications can help hone expertise and keep the team sharp. A well-trained team works more efficiently, communicates better, and ultimately delivers higher-scoring proposals.

2. Improved Proposal Processes (26%)

A quarter of respondents recognized the importance of streamlined processes. Proposal success often hinges on having a repeatable, scalable process. Refining your processes—from kickoff meetings to final submission—ensures that your team isn’t reinventing the wheel with every proposal. Standardizing templates, using checklists, and developing a robust review process can dramatically improve speed and quality. By reducing chaos and last-minute changes, your team can focus on delivering a winning proposal rather than just meeting deadlines.

3. Analyzing Past Wins and Losses (21%)

Twenty-one percent of respondents highlighted the value of learning from past performance. This data-driven approach can uncover critical insights. By systematically reviewing previous bids, you can identify what worked and what didn’t—leading to stronger proposals in the future. Encourage your team to create after-action reports, analyze feedback from evaluators, and assess how well your proposals align with the customer’s needs. Using this knowledge to fine-tune your approach and develop a library of proposal strengths can be the difference between winning and losing.

4. Investing in Automation Tools (10%)

Though fewer respondents pointed to automation, its impact shouldn’t be underestimated. Automation tools can save your team time by handling repetitive tasks like compliance checks, formatting, and document management. Tools like proposal management software and Generative AI-powered writing assistants can streamline workflows, allowing your team to focus on strategic tasks. While technology alone won’t create a winning proposal, it can significantly enhance your team’s capacity and efficiency.

Conclusion

To build a true proposal powerhouse, bid and proposal managers must balance investment in people, processes, tools, and data analysis. Training ensures your team has the right skills, processes provide structure, analysis offers continuous improvement, and automation enhances efficiency. By thoughtfully incorporating all four elements, you can transform your proposal team into a high-performing, competitive force.

Which area will you prioritize first?

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By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow

Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $170B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at www.lohfeldconsulting.com and join us on LinkedIn, Facebook, and YouTube^(TM).

Brenda Crist

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