The Decline of the Incumbent Empire by Lisa Pafe
Once upon a time, every company wanted to team with the incumbent. However, in the past several years, incumbents have lost their advantage in the Federal government market.
Are the new LPTA limits a sign DoD is trying to phase out LPTA?
Listen to Francis Rose and Bob Lohfeld on In Depth with Francis Rose. Bob says the new lowest price/technically acceptable (LPTA) limits may be a sign DoD is trying to phase out… Continue reading Are the new LPTA limits a sign DoD is trying to phase out LPTA?
Q&A – “APBs” of persuasive proposal writing for reluctant writers
Writers are all too often overwhelmed or unprepared for their proposal writing tasks. Most of us understand the qualities our proposals need to exhibit to score outstanding, but when it… Continue reading Q&A – “APBs” of persuasive proposal writing for reluctant writers
How to win business in a changing GovCon market
Listen to “Amtower Off Center” host Mark Amtower’s interview with Lohfeld Consulting Group CEO Bob Lohfeld and Principal Consultant Lisa Pafe. Mark, Lisa, and Bob discuss: What has changed in the… Continue reading How to win business in a changing GovCon market
How to implement 3 meeting best practices
Meetings are essential in business and proposals, but they also waste a lot of time. We groan about the weekly proposal staff meeting because it takes away from productive time… Continue reading How to implement 3 meeting best practices
How to give your brain the space to work
Life around the beltway seems to move faster than the life in the rest of the United States. Add in managing proposals, and not only is it impossible to cross… Continue reading How to give your brain the space to work
How to use confidence to lead proposals
I started working proposals for a small business directly out of graduate school with no knowledge of federal contracting and about 3 hours of on-the-job-training. Increasing the pressure, 4 months… Continue reading How to use confidence to lead proposals
What instructional designers can teach SMEs to improve proposal content
Interviewing SMEs for course design has several parallels with interviewing SMEs for proposal content. Course designers and proposal writers are usually content neutral, and both designers and writers need enough… Continue reading What instructional designers can teach SMEs to improve proposal content
How to activate your listening campaign
What do customers really want? As capture and proposal professionals, that question haunts us. We work very hard to understand customer hot buttons and craft our solution accordingly. However, too… Continue reading How to activate your listening campaign
5 ways to give thanks (without saying it)
I had to chuckle at one of my favorite Mad Men episodes, The Suitcase. Peggy is miffed because Don is not being a thankful boss. Don: It’s your job. I give you… Continue reading 5 ways to give thanks (without saying it)