20 ways to reduce B&P costs and still win
Many companies have experienced flat or declining sales in the prior year and, consequently, are dealing with reduced bid and proposal (B&P) budgets this year. This begs the question, can… Continue reading 20 ways to reduce B&P costs and still win
Q&A Part 3 from The end of the incumbent empire – 10 ways to unseat the incumbent
In the past several years, incumbents have lost their advantage in the Federal Government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids… Continue reading Q&A Part 3 from The end of the incumbent empire – 10 ways to unseat the incumbent
The benefits of understanding dissenting perspectives
Julia Quigley shares thoughts on building credibility you can wield to resolve conflict, muscle through roadblocks, and challenge your teams to higher standards.
The single biggest communication problem – and how to fix it
You talked. They listened. Soon enough it becomes clear that you talked, and they did not hear you. As George Bernard Shaw said, “The single biggest problem in communication is the illusion that it has taken place.”
APMP releases new Body of Knowledge (BOK) – Lohfeld Consulting Group staff contributions
APMP International just released its new APMP Body of Knowledge (BOK) to its members. Per APMP: [The APMP BOK gives] you instant access to the most comprehensive, diverse representation of… Continue reading APMP releases new Body of Knowledge (BOK) – Lohfeld Consulting Group staff contributions
“To outsource or not to outsource, that is the question”
Should companies outsource their business development functions in the federal market?
Bob Lohfeld recently spoke to the WashingtonExec Federal Acquisition Council for Business Development Professionals…
Three strategies for growing in adjacent markets
Normally, the easiest way for government contractors to find new revenue is to prospect in adjacent markets, and the closer these markets are to your existing business base, the more… Continue reading Three strategies for growing in adjacent markets
Capture and proposal innovations: time management
Time. As capture and proposal professionals, we find that it is most certainly NOT on our side. We are always battling time constraints and deadlines that fall at the most… Continue reading Capture and proposal innovations: time management
5 strategies to get your team performing…and winning
Productivity is getting maximum results for time and effort expended. For business development, capture, and proposal professionals, maximum results provide a greater number of qualified bids and/or bid-related activities, increased… Continue reading 5 strategies to get your team performing…and winning
How to stop the endless cycle of color reviews? Ask Proposal Doctor
Dear Proposal Doctor, How can we stop the seemingly endless cycle of color reviews? My capture manager forces the pink and red reviews way too early in the schedule and… Continue reading How to stop the endless cycle of color reviews? Ask Proposal Doctor