To win federal best value tradeoff proposals, you need to have the best and possibly the most strengths (Strength-Based Winning®). This class sets the framework for how the government evaluates proposals and what constitutes a strength to government evaluators. Attendees learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Focused Proposal Reviews as well as write proposal text that highlights those strengths.

What you will learn:

In this Strength-Based Solutioning® class, you’ll learn:

• How the government evaluates proposals and determines strengths, weaknesses, deficiencies, and risks
• How to plan and manage effective Strength-Based Solutioning® sessions
• How to budget and map strengths for higher scores
• How to write proposal text featuring strengths that are supported by proof points
• How to conduct Strengths-Based Proposal Reviews and score your proposal like a government evaluator
• How to use results to efficiently increase proposal evaluation scores.

Who should attend?

This class is designed for capture management, solution architect, and proposal management professionals as well as for company executives, project managers, and technical professionals who participate in solutioning, writing, and reviewing proposals.

(Eligible for 12 APMP CEUs)

Strength-Based Winning® Seminar agenda (three modules over 3 days):

Module 1 – Improving win rates: How the government evaluates your bid for Strengths
(Approximately 4 hours)

• Introductions and purpose
• How the Federal Government evaluates proposals
• Source selection decisions
• Task order bids
• Defining a great proposal
• Seven proven quality measures
• Fresh perspective
• Lessons learned
• Conclusions
• Q&A

Module 2 – Improving win rates: Strength-Based Capture and Solutioning
(Approximately 4 hours)

• Introductions and purpose
• Module 1 recap
• Understanding Strengths
• Strength-focused capture
• Influencing the RFP
• Strength-Based Solutioning®
• Lessons learned
• Conclusions
• Q&A

Module 3 – Improving win rates: Strength-Based Proposal Writing and Reviews
(Approximately 4 hours)

• Introductions and purpose
• Modules 1 and 2 recap
• Planning content
• Writing strength statements
• Effective proof points
• What’s SUPS?
• Strength-Based Proposal Reviews
• Lessons learned
• Conclusions
• Q&A

Instructor

Lisa Pafe, Vice President, CPP APMP Fellow

Lisa Pafe teaches our Strength-Based Proposal Review, Modern Proposal Writing class, Strength-Based Winning®, and APMP Foundation Certification classes. She brings nearly 30 years’ experience in management consulting, marketing, business development, project management, and proposal management. Her experience also encompasses project management, business process improvement, and organizational change management. She is a Project Management Institute (PMI) certified Project Management Professional (PMP) and an APMP Fellow with Professional-level certification (CPP APMP Fellow). She is a trained Internal Auditor for ISO 9001:2008. She holds a Masters of Information Systems from The George Washington University School of Business and a Masters of Public Policy from Harvard University. Lisa has managed hundreds of winning government proposals and brings extensive experience in all aspects of business capture and proposal operations.

Lisa was the 2016–2017 Association of Proposal Management Professionals (APMP) National Capital Area (NCA) Chapter President and previously served as Vice President and Chair of NCA’s Speaker Series Planning Committee.

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Class Price

$795 per student includes all training materials and handouts, and live instructor-led training. No discounts are available.

Cancellations and Transfers

Student substitutions are permitted at any time up to the start of the class (please notify your instructor so s(he) can forward the invitation to the substituted student).

Fourteen (14) days or more prior to the start of the class: No charges will be incurred for canceling or transfer of class registration.

Thirteen (13) days or fewer prior to the start of the class: The full tuition is due. There is no credit available to transfer or refund. If rescheduling, an additional payment in the amount of the new registration will also be due.

Student No Show

If a student fails to attend class, the full tuition is due and there is no credit available to transfer or refund.

Refunds

Refunds are made upon request only for registrations canceled fourteen (14) calendar days, or more, prior to the class start date.

Recordings

No recordings of Lohfeld Consulting Group classes are permitted or available.