Bob Lohfeld, Lisa Pafe, andBeth Wingate discuss the keys to capture management – including market strategies, pipeline development, and proposal preparation – with Roger Waldron on Federal News Radio’s “Off the… Continue reading The keys to capture management

Yoga has several aspects that are beneficial to capture and proposal professionals. These include breathing, mindfulness, meditation, and the poses themselves. Breathing: Did you know that yoga is more about… Continue reading How Yoga Benefits Capture and Proposal Professionals

How do we know whether we have bad processes or bad habits? According to the Merriam Webster Dictionary: Process: a series of actions that produce something or that lead to a… Continue reading How to know if you have bad processes or bad habits

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 APMP: 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

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

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

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 recycled proposal content

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 How to face up to face time