Nothing is more frustrating than a string of losing proposals. It demoralizes the bid and proposal (B&P) team, wastes B&P funds, and results in operations personnel losing their jobs. Despite… Continue reading Turn that losing streak around now (or avoid a losing streak in the first place!)

Last year when I wrote that federal contractors should prepare for the challenges of 2020 with training, I didn’t envision the types of challenges we have faced this year and… Continue reading On-line training for 2021’s unique challenges

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

Project managers and SMEs are the backbone of many organizations. They have a combination of technical knowledge and communication skills that effectively feeds needed information to customers, bosses, and subordinates.… Continue reading A Way to Help Project Managers and SMEs Write Better Proposals

The novel coronavirus is causing a pandemic of COVID-19 infections. There is no debate on this fact. The pandemic is dramatic and terrifying – we have widespread illness and death… Continue reading What happens to business performance during a pandemic

The stress of working at home intensifies when we are dealing with a constant news cycle and the competing demands of family and work. As a Yoga Alliance Experienced Certified… Continue reading Proposal Yoga – 5 Stay Home Stress Reducers

I recently had the privilege of sitting down with Stacey Coolican, CEO of Coolican Consulting, to talk about the topics Bob Lohfeld and I wrote about in our book, 10 steps… Continue reading 10 Steps to creating high-scoring proposals

Click here to listen to Mark’s interview. On January 15, 2018, on Amtower Off Center, host Mark Amtower wrapped up 2017 and started looking into 2018 with Lohfeld Consulting Group… Continue reading A 2017 Recap – Part 2 | Amtower Off-Center

It’s Thursday. Time for another proposal color team review. The Proposal Manager is faced with one of these all-too-familiar scenarios. Scenario 1: Reviewers call the baby ugly The color team… Continue reading How proposal review teams can derail your win

By now, federal contractors realize that they must own multiple award contracts to compete in the $95 billion federal market. (If we subtract classified spending from this figure, fiscal 2017… Continue reading Behind the curtain: A look at the government’s hidden market