“He that will not apply new remedies, must expect new evils: for Time is the greatest innovator: and if Time, of course, alter things to the worse, and wisdom and… Continue reading 6 more changes experts would make to the BD, capture, and proposal process

This week, Lisa Pafe provides insights into how incumbents should work with their project managers when preparing for recompete procurements. Incumbents often proceed with the re-compete capture and proposal process… Continue reading Working with project managers on recompetes: Risk aversion versus price (Part 1)

I regularly hear colleagues at proposal-related events sharing tales of capture and proposal nightmares that would make Stephen King blanch! Most of the time, these scenarios never needed to happen… Continue reading Capture proposal lessons learned – and then live them!

Every time history repeats itself, the price goes up. (Attributed to various people) As promised, here are some of my top proposal section-specific lessons learned over the past 25 years… Continue reading Don’t make these mistakes – 7 proposal staffing lessons learned

One Monday morning, I received a frantic email from a friend who’d been interviewing for proposal manager positions. “Beth, what’s your 30-second response to what makes a proposal compelling?” She’d… Continue reading 9 Key factors for winning proposals

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Pursuit Phase Risks and recommended… Continue reading 10 Ways to mitigate pursuit phase risks

The better you understand a new business opportunity, the more likely you are to make an informed decision about whether you should bid. Similarly, the better the government understands your… Continue reading 7 Reasons to meet the client before RFP release

There are multiple reasons to gather information about an opportunity. 1. We need to confirm the four opportunity elements listed in our previous blog post, 4 Major Elements of Qualified… Continue reading Top 5 reasons to gather info about business opportunities – and what to gather

It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so. –Mark Twain Determining if there is actually a business… Continue reading 4 Major Elements of Qualified Business Opportunities

In our first Insights blog posting, I shared my favorite business/proposal development/design books with you. I hope you’ve had a chance to look at them and hopefully find a few… Continue reading Top 10 Favorite Business/Proposal Development-related Books