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

Dear Proposal Doctor, How can we stop the seemingly endless cycle of color reviews? My capture manager forces the pink and red reviews way too early in the schedule and… Continue reading How to stop the endless cycle of color reviews

Instead of writing about all the things companies should do to be more successful in their business acquisition efforts, I thought I would lead off the year by writing about… Continue reading 20 BD habits to kill off in 2015

IT projects today frequently employ an Agile development approach. At the 2014 APMP-NCA Mid-Atlantic Conference, Maryann Lesnick looked at these Agile approaches, and in particular the Scrum model, to answer the… Continue reading Does Agile project management have a place in proposal management?

Dear Proposal Doctor, My capture manager and solution architect are tired of the daily standup meeting and want to discontinue it. Others are grumbling as well. In fact, I can’t… Continue reading How to make daily standup meeting more productive

There is nothing more I dread than a Red Team II or even Red Team III. It means the entire bid and proposal team didn’t produce a compliant, strong, and… Continue reading How to avoid problems during a Red Team

Dear Proposal Doctor, My team has been locked in a room for the better part of a week with instructions to stay there until they, that is, we, have created… Continue reading The Proposal Doctor explains how to bring proposal solutioning to closure

Dear Proposal Doctor, Senior executives in my organization are constantly inserting material into the proposal that is not called for in the RFP and spending time on proposal components that… Continue reading Ask Proposal Doctor – Creating balance between "required" and "desired"?

by Lisa Pafe (connect with Lisa on LinkedIn at www.linkedin.com/in/lisapafe) Crafting solutions is an intellectual challenge, but it is also a team challenge. Whether as part of a bid to win… Continue reading 5 tips to achieve high performance teams

Recently, Lisa Pafe introduced a new column focused on capture and proposal innovations – people, processes, and technology – in the APMP-NCA ezine. With the uncertainties and cost cutting we… Continue reading Capture and proposal innovations