I was asked to review a major best-value bid for a firm that was notified they had lost and wanted to protest. Emotions were running high, and they were making… Continue reading What makes your bid a winner or a loser?

A significantly greater proportion of large businesses indicated that 2013 revenue was essentially flat or had a moderate decline, while a significantly greater proportion of small businesses indicated a significant… Continue reading We must operate differently in 2014 – Listen to Bob Lohfeld's DorobekINSIDER interview

During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture… Continue reading How do you measure and validate capture progress?

During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture… Continue reading How to deal with contracting offices that don’t allow interaction with industry?

As a follow up to Briana Coleman’s proposal production series, we’re sharing some helpful checklists and tools for you to use in planning your next proposal production plan. Download the… Continue reading Proposal production checklists (Part 4 of 4)

As a follow up to Briana Coleman’s proposal production series, we’re sharing some helpful checklists and tools for you to use in planning your next proposal production plan. Download the… Continue reading Proposal production checklists (Part 3 of 4)

All great proposal teams know the few golden rules of proposal development: Writers are more productive when they are fed. Whatever can go wrong, will go wrong. And… You can’t… Continue reading Confessions of a proposal production expert – delivery (Part 5 of 5)

In theory, printing and assembling your final proposal books doesn’t sound too hard. You hit print, wait for the printer to spit out a few thousand pages, put them in… Continue reading Confessions of a proposal production expert – printing and assembly (Part 4 of 5)

This week, Brenda Crist described the 25% Solution and provides advice for proposal managers who become defacto capture managers once an RFP drops. I titled this post the 25% Solution… Continue reading The 25% solution

“The only way to make sense out of change is to plunge into it, move with it, and join the dance.” –Alan Watts In this wrap-up to my 3-part series… Continue reading 7 more changes experts would make to the BD, capture, and proposal process