Insights / News

Building relationships, sharing lessons learned, networking, and socializing—it has been a busy few months for the APMP-NCA Mentor-Protégé program. We all know that professional success in the capture and proposal… Continue reading More from the APMP NCA Mentor-Protégé Program

Most companies really miss the mark when building their new business pipeline.

Typically, the market research team dumps every conceivable deal they can find into the new business pipeline. One company that I reviewed even boasted that they had a new business pipeline with over 150 targets worth $8 billion. With a win probability of 5%, they thought they could bring in $400 million in new sales.

Their new business pipeline was nothing more than a pipedream. Let’s get real and follow these 6 simple tips when building a new business pipeline.

Washington Technology’s Nick Wakeman attended the recent Association of Proposal Management Professionals, National Capital Area (APMP-NCA) Chapter panel discussion on How to win your next recompete. The panel featured Kristin Dufrene,… Continue reading How incumbents can win their next recompete now

The typical company spends on average 10% of their revenue target on Bids and Proposals (B&P). Risks that increase the B&P budget include poor bid decisions, an immature solution, insufficient… Continue reading How to do more with less – and win more!

When people on the proposal team ask me what is going in the proposal, I don’t like telling them something that isn’t true, but the higher-ups insist that certain things be kept confidential. This puts me in a bind. What is the right approach in this situation?

Recently, Lisa Pafe introduced a new column focused on capture and proposal innovations – people, processes, and technology – in the APMP-NCA ezine. With the uncertainties and cost cutting we… Continue reading How to increase your competitive edge with capture and proposal innovations

There are two proven axioms in Federal Government business development (BD) and capture: “You probably don’t know what you don’t know,” and “If you don’t already know who’s the ‘pigeon’ around the poker table, it’s mostly likely YOU!”

Surprisingly, many companies don’t know what they don’t know when it comes to market strategy and Go-to-Market planning, and they make the same mistakes over and over. In this webinar, we discuss the top 10 mistakes and how you can avoid them.

Lohfeld Consulting Group’s 7 quality measures more than double proposal win rates and help government contractors compete more effectively.

Doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long-term savings. Lisa and Brenda share best practices for cost savings.

I was asked to review a major best-value bid for a firm that was notified they had lost and wanted to protest. Emotions were running high, and they were making… Continue reading How to know what makes your bid a winner or a loser