I recently returned from the largest gathering of capture and proposal professionals in the world: APMP Bid and Proposal Con 2015 in Seattle, WA. Capture and proposal professionals – be they managers, coordinators,… Continue reading Bigger is better!

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, enigmatic engineers, and circuitous SMEs

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 Winning business in a changing GovCon market

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 Capture and proposal innovations: activate your listening campaign

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 The end of the incumbent empire – 10 ways to unseat the incumbent

I am so tired of recycling. There, I said it. No, I’m not talking about bottles, cans, and old newspapers. I’m talking about content. Have you noticed how many authors… Continue reading Stop boring us with recycling

Merriam-Webster Dictionary: Face time: time spent at one’s place of employment especially beyond normal work hours. An extensive and often re-quoted 2006 study published in Harvard Business Review declared the… Continue reading Facing up to face time

I recently returned from the Association of Proposal Management Professionals (APMP) Bid & Proposal Con 2014 in Chicago. Networking with more than 800 business development, capture, and proposal professionals from… Continue reading Six lessons learned from an industry conference

Download Are you happy with 50 percent? Lisa Pafe, APMP Bid & Proposal Con 2014 presentation Are you happy with 50 percent?  That’s what Don Draper of Mad Men asked… Continue reading Are you happy with 50 percent?

Proposal reviews are often unproductive and fail to yield positive results as measured by proposal wins. Applying our proven methodology doubles win rates by giving proposal evaluators what they want:… Continue reading 7 proposal secrets that will increase your win rate – webinar replay