Lohfeld

Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | February 24-26, 2026 (4 hours per day over 3 days)
2026-02-24 12:00 - 2026-02-26 16:00 (America/New_York)
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.
Click to register
Class Price
$895 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.

Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | April 21-23, 2026 (~4 hours per day over 3 days)
2026-04-21 12:00 - 2026-04-23 16:00
You’ll learn our Modern Proposal Writing techniques that result in improved proposal quality and increased win rates. Students will learn what constitutes a great proposal as well as how to plan and write compelling proposals to efficiently increase proposal evaluation scores. Class exercises allow students to practice these skills with instructor feedback.
What you will learn:

How the government evaluates proposals in order to write content that achieves high scores
Seven proven quality measures for analyzing proposal content
How to modernize content to grab and hold evaluators’ attention
How to plan content effectively using annotated outlines and content plans
How to gather information such as proof points for better persuasion
How to develop Strength Statements
How to use the SUPS method for better articulation of value proposition
How to develop titles and action captions for graphics that underscore key messages
How to write compelling proposal content

Who should attend?
This course is designed for technical and managerial professionals, writers, solution architects, and all proposal professionals who are called upon to write sections of proposals or lead proposal volumes. (Eligible for 12 APMP CEUs)
Modern Proposal Writing Seminar schedule (three modules over 3 days):
Module 1: Planning to write

Introductions and purpose
How the government evaluates your writing
Defining a great proposal
Applying Seven Quality Measures

Activity: Review and critique writing using the measures

Ensuring compliance and responsiveness

Activity: Prepare an outline

Gathering the information you need to write
Annotating outlines and using content plans
Conclusions and Q&A

Module 2: Writing compelling technical and management sections

Module 1 Recap
Impacts of digital distractions and telework
Making your proposal compelling with strength statements

Activity: Write a strength statement

Writing compelling technical and management sections

Activity: Write using SUPS

Writing compelling titles and action captions

Activity: Write a title and action caption

Conclusions and Q&A

Module 3: Writing compelling resumes and past performance

Module 1–2 Recap
Writing resumes

Activity: Write a resume success story

Writing past performance

Activity: Write a relevancy paragraph

More writing tips

Activity: Rewrite bad writing

Lessons learned
Conclusions and Q&A

Modern Proposal Writing Instructor
Brenda Crist teaches our Bid and Proposal Boot Camp – Prepare your team to win business class, Modern Proposal Writing for Federal Contractors, and APMP Foundation Certification classes. As a consultant, she serves as a senior capture and proposal manager. She helps clients work with their staff and partners to create winning, well-written proposal solutions. She offers hands-on experience from leading and conducting systems and network management projects for many civilian and military clients.
Brenda stays current with the latest procurements, their requirements, and industry best practices. Brenda served as the 2010 President and formerly as 2009 Vice President and Professional Day Chairperson for the APMP-NCA Chapter. She served as the 2017 APMP Chesapeake Chapter Vice Chairperson, 2018 Chapter Programs Chairperson, and 2019 Board Member. She has been an active member of APMP-NCA since 2003, serving as Professional Day Chair of Publicity, Speakers Program, and Chairperson for the 2006, 2007, and 2008 events, respectively.
Brenda was inducted as an APMP Fellow in June 2011 and also received the Steven S. Myers Award for 2011 APMP Chapter Chair of the Year.
Class Price
$895 per student includes all training materials and handouts, and live instructor-led training. No discounts are available.
Click to register
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 transferring class registration.
Thirteen (13) days or fewer prior to the start of the class: The full tuition is non-refundable.
Student No Show
If a student fails to attend class, we do not provide a 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.
