Originally aired on November 23, 2020. CLICK HERE to listen to the interview. Even in normal election year, the transition from one administration to the next create uncertainty in the… Continue reading [PODCAST REPLAY] Project 38: How the presidential transition impacts your BD, capture activities

If you want to win a contract, be it TVs, toasters, or teacups, you need to understand what is valuable to your customer. Answer these questions to understand what your… Continue reading A Recipe for Best Value at the Lowest Price

Click to watch webinar replay and download presentation Learn why you should approach your proposal from multiple entry points, rather than writing and reviewing it like a novel. Understand how… Continue reading Webinar: Ten tips for telling effective proposal stories now

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed… Continue reading MULTI-PART SERIES: The Competitive Range – Up close and personal, Part 6

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed… Continue reading MULTI-PART SERIES: Influencing the Acquisition process and LPTA solicitations – Up close and personal, Part 5

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed… Continue reading MULTI-PART SERIES: How proposals are scored – Up close and personal, Part 4

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed… Continue reading MULTI-PART SERIES: The Goldilocks approach to sharing information and cold calling – Up close and personal, Part 3

As Industry increasingly invests in working virtually, this is the perfect time to perform an in-depth opportunity pipeline review. Companies use a variety of tools to manage their pipelines (SalesForce,… Continue reading Pipeline review: Seize the moment to assess opportunities now

I teach a proposal management class and use mind map examples for some of the lesson topics. I’m often surprised to learn that many of my students are not familiar… Continue reading Using mind maps for proposal management activities

This article was originally published January 10, 2020 on WashingtonTechnology.com By now, we are all familiar with Category Management, an Office of Management and Budget (OMB) initiative to “eliminate redundancies,… Continue reading Best-in-class vehicles are rising but agency contracts still rock