USD(ATL) Signed Memo to Workforce BBP 2 0 (13 Nov 12) with attachments Bob Lohfeld references this DOD Memo in his January 2013 Washington Technology article.

Everyone on the proposal team should be able to deal with pressing personal commitments. Proposals can go on for a long time, and we can’t turn off the outside world.

I attended a session on proposal benchmarking at the Association of Proposal Management Professionals, National Capital Area Chapter’s (APMP-NCA), Mid Atlantic Proposal Conference & Exhibition a few months ago and was surprised to learn how few companies actually benchmark the quality of their proposals or the capabilities of their proposal departments.

My proposal has become a hornet’s nest. The capture manager is intensely unpopular. She makes arbitrary and often unwise decisions with zero transparency. People have to go behind her back to get her decisions reversed because she will not engage in discussion.

All teams go through 5 developmental stages. Lisa Pafe shares strategies to evolve to the performing stage more efficiently and start working on the winning solution.

All great proposals have seven essential attributes, and you can use these attributes to measure the quality of your proposal. Once you make it a practice to measure these attributes, you’ll be surprised at how quickly all of your proposals improve.

“Amtower Off Center” host Mark Amtower interviews Bob Lohfeld, Lohfeld Consulting Group CEO, on various aspects of the business development and capture process.

Commercial and government customers alike plan to issue an RFP on a certain date and then encounter roadblocks that result in delays of up to a year. How can I plan effectively and still give my staff the time off that they need?

With companies falling short of revenue goals, most certainly there will be downward pressure on all operating costs, including proposals costs. There are easily 50 ways to reduce proposal costs, but regrettably 45 of these will also lower your win rate.

It’s impossible to move any deadlines and still get the proposal done, and it’s going to be impossible to meet the deadlines given the level of exhaustion. Because of multiple proposal extensions, this situation has been intensifying for the last 3 weeks.