Generated by All in One SEO Pro v4.9.10, this is an llms.txt file, used by LLMs to index the site. # Lohfeld Creating Winning Proposals for Government Contractors ## Sitemaps - [XML Sitemap](https://lohfeldconsulting.com/sitemap.xml): Contains all public & indexable URLs for this website. ## Posts - [Gain Exclusive Bid & Proposal Industry Insights Now!](https://lohfeldconsulting.com/blog/) - Get the latest proposal development and capture management-related articles from our team. - [How AI Acquisition Tools Are Reshaping Your Bids Now](https://lohfeldconsulting.com/blog/2026/07/how-ai-acquisition-tools-are-reshaping-your-bids-now/) - AI acquisition tools are moving from pilot programs into daily use across the federal government.At the Professional Services Council (PSC) Federal Acquisition Conference on June 25, 2026, government contracting officials agreed they are in the "messy middle" of multiple concurrent changes—they are coming off a historic year characterized by changes including the Federal Acquisition Regulation - [How the State of Proposal Management is Changing in 2026](https://lohfeldconsulting.com/blog/2026/07/how-the-state-of-proposal-management-is-changing-in-2026/) - What has changed in the practice of proposal management in 2026? Lohfeld Consulting posed this question directly to bid and proposal industry professionals, and 198 respondents answered: 48%: More bids, smaller team size 42%: More compressed deadlines 6%: Better compliance checks 4%: Improved capture transfer Together, these four responses describe a market shifting toward higher - [100 Top GovCon Intel Sources to Keep You Updated](https://lohfeldconsulting.com/blog/2026/06/100-top-govcon-intel-sources-to-keep-you-updated/) - Here are 100 sources of Government intelligence to help you stay informed about what's happening in the government contracting marketplace. - [How to Use Free GovCon Intel to Supercharge Capture Now](https://lohfeldconsulting.com/blog/2026/06/how-to-use-free-govcon-intel-to-supercharge-capture-now/) - This blog maps our 100 Top GovCon Intel Sources to a five-step intelligence workflow that you can execute to supercharge intelligence collection and analysis. - [How to Decode Section M Evaluation Criteria](https://lohfeldconsulting.com/blog/2026/06/how-to-decode-section-m-evaluation-criteria/) - Here are some hints to decode what Section M is really telling you in best-value proposals, including factor weighting, agency confidence, and risk. - [Audit Your Past Performance Now to Unlock IDIQ Wins](https://lohfeldconsulting.com/blog/2026/06/audit-your-past-performance-now-to-unlock-idiq-wins/) - Learn how companies that audit their past performance portfolio in advance of an RFP arrive at the release with a defensible, documentable record. - [Use Active Bids to Drive Business Growth Now](https://lohfeldconsulting.com/blog/2026/06/use-active-bids-to-drive-business-growth-now/) - This article describes more than 30 active government bids for offerors to consider. They are categorized in three groups: >$500M, $10-$249M, and - [Use Mystic Bids to Forecast Business Growth Now](https://lohfeldconsulting.com/blog/2026/06/use-mystic-bids-to-forecast-business-growth-now/) - Mystic (Forecast) Bids is a forward-looking view of significant opportunities that the federal government is likely to release in the next two years. - [How to Master Proposal Email Overload with AI Now](https://lohfeldconsulting.com/blog/2026/06/how-to-master-proposal-email-overload-with-ai-now/) - Learn how proposal managers can use AI to handle the flood of emails they receive in the normal course of proposal management operations. - [Seize Every AI Advantage in Capture Management Now](https://lohfeldconsulting.com/blog/2026/06/seize-every-ai-advantage-in-capture-management-now/) - Learn how capture management professionals can earn the most value from AI throughout the business development lifecycle. - [How Solo Proposal Professionals Can Build an AI Proposal Engine](https://lohfeldconsulting.com/blog/2026/06/how-solo-proposal-professionals-can-build-an-ai-proposal-engine/) - AI-powered proposal management is no longer a luxury reserved for large proposal teams. Solo proposal professionals, charged with managing, writing, and coordinating every proposal activity, now have access to AI tools that can radically extend their capacity. The challenge is not finding AI—it’s building a sustainable system that works consistently under real bid pressure. Identify - [How to Win More Bids with Specialized AI Tools Now](https://lohfeldconsulting.com/blog/2026/06/how-to-win-more-bids-with-specialized-ai-tools-now/) - Specialized AI tools offer depth; comprehensive AI platforms offer breadth. Most large platforms handle the full proposal lifecycle adequately, but adequately is not always enough. Lohfeld Consulting has been seeing more proposal teams layering specialized AI tools into their technology stack to close gaps where broad platforms underperform. For example, architecture, engineering, and construction (AEC) - [How to Capture the HITS-U III HPC Modernization Contract Now](https://lohfeldconsulting.com/blog/2026/06/how-to-capture-the-hits-u-iii-hpc-modernization-contract-now/) - The U.S. Army Corps of Engineers (USACE) is preparing to compete High Performance Computing Modernization Program (HPCMP) Integrated Technical Services – Unrestricted III (HITS-U III), a $785M Indefinite Delivery Indefinite Quantity (IDIQ) contract to operate and modernize four of the five Department of Defense Supercomputing Resource Centers (DSRCs). This is a rare, high-value opportunity in - [ADBSSS: How to Capture This $60M Air Force Bid Now](https://lohfeldconsulting.com/blog/2026/06/adbsss-how-to-capture-this-60m-air-force-bid-now/) - The Air Force Materiel Command has issued a live request for information (RFI) for the Application, Database, and Server Support Services (ADBSSS) contract, due June 12, 2026. Worth an estimated $60M, ADBSSS will fund on-site IT services at Tinker Air Force Base in Oklahoma, covering application development, database administration, server management, cybersecurity, and quality assurance. - [23 AI Vendors. Two Days. Here’s What I Learned](https://lohfeldconsulting.com/blog/2026/05/23-ai-vendors-two-days-heres-what-i-learned/) - I spent two days at the Association of Proposal Management Professionals (APMP) Bid and Proposal Conference (BPC) 2026 doing something most attendees don’t. I visited every AI vendor booth as a researcher, not a buyer, pressing representatives on capabilities, differentiators, and where they honestly believe the market is headed. Before the conference, I studied AI - [Why Proposal Reviews Fail and How to Fix Them](https://lohfeldconsulting.com/blog/2026/04/why-proposal-reviews-fail-and-how-to-fix-them-2/) - Lohfeld Consulting surveyed GovCon practitioners in 2024 and 2026 to understand why proposal reviews fail. Between the two years, the top causes flipped, - [How to Master a Joint Venture for IDIQ Bids Now](https://lohfeldconsulting.com/blog/2026/04/how-to-master-joint-ventures-for-idiq-bids-now/) - Master the formation of a GovCon Joint Venture (JV): how the government defines JVs, baseline rules, the 40% workshare, and bid-specific eligibility rules. - [Unlock Q4 Wins with Your Readiness Checklist Now](https://lohfeldconsulting.com/blog/2026/04/unlock-q4-wins-with-your-readiness-checklist-now/) - Is your team ready for Q4? A thorough readiness checklist separates smooth execution from chaos. Winners prepare early before Q4 arrives. - [How to Start Winning the ISEA NEN Contract Now](https://lohfeldconsulting.com/blog/2026/05/how-to-start-winning-the-isea-nen-contract-now/) - The In-Service Engineering Activity (ISEA) Naval Enterprise Networks (NEN) services contract is a $50M–$100M Navy opportunity for small businesses. - [How to Win Proposals Now After Crying in the Bathroom](https://lohfeldconsulting.com/blog/2026/05/how-to-win-proposals-now-after-crying-in-the-bathroom/) - Lohfeld Consulting ranked 15 of the most notorious proposal challenges by severity—check how many you have survived and how to push through them next time. - [Use An AI Learning Strategy to Win Proposals Now](https://lohfeldconsulting.com/blog/2026/05/use-an-ai-learning-strategy-to-win-proposals-now/) - How do you primarily keep up with AI advances in bid and proposal work?" Discover how professionals in the field are staying current with AI. - [How to Win Army MAPS Now](https://lohfeldconsulting.com/blog/2026/04/how-to-win-army-maps-now/) - The Army has released the final solicitation for the Marketplace for the Acquisition of Professional Services (MAPS), and the clock is already running. - [How you can edit to reduce proposal length](https://lohfeldconsulting.com/blog/2016/01/editing-to-reduce-the-length-of-your-proposals/) - Julia Quigley provides 3 quick end-of-proposal-lifecycle editing tasks to help decrease overall proposal page count. - [What makes a proposal compelling](https://lohfeldconsulting.com/blog/2012/05/9-key-factors-for-winning-proposals/) - What makes a proposal compelling: well-developed value proposition and solution, pre-RFP capture development, client intimacy, good design, professional graphics - [DHS $3B CWMS 3.0 Contract Up for Grabs Now](https://lohfeldconsulting.com/blog/2025/07/small-biz-alert-dhs-3b-contract-up-for-grabs-now/) - DHS $3B Cellular Wireless Managed Services 3.0 (CWMS 3.0) contract offers a small business offeror the opportunity to deliver cellular wireless managed services - [APMP: Bigger is better!](https://lohfeldconsulting.com/blog/2015/07/bigger-is-better/) - APMP-NCA Chapter offers increased opportunities for networking and education. - [How to create a winning task order proposal factory](https://lohfeldconsulting.com/blog/2020/06/best-practices-for-a-task-order-proposal-factory/) - A number of best practices will enable success in responding to rapid turnaround TO RFPs. - [How change is coming to category management](https://lohfeldconsulting.com/blog/2016/06/category-management-change-is-coming/) - Lisa Pafe advises that category management will bring real change. Take it seriously, and begin educating yourself and preparing now. - [12 Ways to mitigate proposal kick-off planning risks](https://lohfeldconsulting.com/blog/2012/05/12-ways-to-mitigate-proposal-kick-off-planning-risks/) - Brenda Crist identifies Proposal Kick-off Planning Risks and recommended Mitigation Strategies as part of her series on mitigating capture and proposal risks. - [Lessons learned from the circus: how to handle mistakes](https://lohfeldconsulting.com/blog/2016/04/lessons-learned-from-the-circus-how-to-handle-mistakes/) - There’s more truth than jest to the saying that a proposal submission is a bit like a circus. Julia Quigley shares what we can learn from professional performers about handling mistakes. - [Importance of earned media to a marketing strategy](https://lohfeldconsulting.com/blog/2014/06/importance-of-earned-media-to-a-marketing-strategy/) - Kevin Young discusses how important earned media is to a marketing strategy and how to get good media coverage in the government market. - [How to know if you have bad processes or bad habits](https://lohfeldconsulting.com/blog/2015/08/bad-processes-or-bad-habits/) - Lisa Pafe poses two questions to help isolate the root of the problem and determine what needs to change. - [Prepare for 2020 with Training!](https://lohfeldconsulting.com/blog/2019/08/prepare-for-2020-with-training/) - To remain relevant in 2020 and beyond, prepare your team with capture- and proposal-related training from Lohfeld Consulting Group's experts. - [How to select the right consultant for you](https://lohfeldconsulting.com/blog/2016/04/how-to-select-the-right-consultant-for-you/) - Finding the right consultant can be a challenge-you need someone who’s effective and a good fit for your mission-critical objective. Tips for finding the right one. - [An introduction to editing for non-editors (Part 2) – copy editing](https://lohfeldconsulting.com/blog/2017/04/an-introduction-to-editing-for-non-editors-part-2-copy-editing/) - Julia Quigley advises that instead of trying to fix every mistake (impossible!), non-experts tasked with editing a proposal—presumably under an unrealistic timeline—should prioritize 5 editing concerns. - [10 Ways to mitigate competitive analysis risks](https://lohfeldconsulting.com/blog/2012/05/10-ways-to-mitigate-competitive-analysis-risks/) - Brenda Crist identifies Competitive Analysis Risks and recommended Mitigation Strategies as part of her series on mitigating capture and proposal risks. - [Q&A – Doing more with less – and winning more! Part 1](https://lohfeldconsulting.com/blog/2014/04/qa-doing-more-with-less-and-winning-more-part-1/) - Lisa Pafe and Brenda Crist answer questions about how to increase productivity and win rates on government proposals - part 1. - [Behind the curtain: A look at the government's hidden market](https://lohfeldconsulting.com/blog/2018/01/behind-the-curtain-a-look-at-the-governments-hidden-market/) - Federal contractors realize that they must own multiple award contracts to compete in the $95 billion federal market. (If we subtract classified spending from this figure, fiscal 2017 IT spending topped $80 billion) - [What you can expect from a government debriefing](https://lohfeldconsulting.com/blog/2023/05/what-you-can-expect-from-a-government-debriefing/) - How to get a debriefing Per Federal Acquisition Regulation (FAR) Part 15.506, if the offeror requests a debrief in writing within 3 days of notification of a contract award, then, in accordance with FAR Part 15.503, the agency must furnish a basis for the selection decision and contract award. However, Indefinite Delivery/Indefinite Quantity (IDIQs), Government - [How to revamp your SeaPort-NxG win strategy](https://lohfeldconsulting.com/blog/2017/10/seaport-nxg-major-changes-ahead-require-a-revamped-win-strategy/) - Lisa Pafe details significant changes to the new SeaPort-NxG and advises on actions companies can take now to prepare their win strategies. - [4 Fundamentals for creating a winning proposal - Bob Lohfeld](https://lohfeldconsulting.com/blog/2011/10/4-fundamentals-for-creating-a-winning-proposal-govcon-business-development-weekly-with-bob-lohfeld/) - Process carries the day," notes Lohfeld Consulting Group CEO Bob Lohfeld during his 4 Fundamentals for Creating a Winning Proposal webinar, part of the GovWin Business Development Weekly Series. 4 Fundamentals for Creating a Winning Proposal (click for presentation) Audience Q&A from presentation (click for Q&A) - [Q&A – Doing more with less – and winning more! Part 2](https://lohfeldconsulting.com/blog/2014/05/qa-doing-more-with-less-and-winning-more-part-2/) - Lisa Pafe and Brenda Crist answer questions about how to increase productivity and win rates on government proposals - part 2. - [Q&A Part 2 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline](https://lohfeldconsulting.com/blog/2017/02/qa-part-2-top-20-bids-for-2017-and-the-market-trends-that-will-affect-how-you-build-your-pipeline/) - Lohfeld govcon experts answer audience questions received during our recent Top 20 bids for 2017 webinar. Here is part 2 of our Q&A. - [Fiscal Year Quarter 4 (FYQ4) Readiness Checklist](https://lohfeldconsulting.com/blog/2024/03/fiscal-year-quarter-4-fyq4-readiness-checklist/) - Effective preparation now ensures you’re poised for success and ready to manage the RFP influx in FYQ4 without being overwhelmed. - [IT modernization has bipartisan support, but where are the dollars?](https://lohfeldconsulting.com/blog/2017/09/it-modernization-has-bipartisan-support-but-where-are-the-dollars/) - There's plenty of bipartisan support for IT modernization, from the White House to Capitol Hill, but what's lacking are resources, begging the question, Where's the beef?" - [Lessons learned from the circus: building community for better teamwork (part 2 of 3)](https://lohfeldconsulting.com/blog/2015/12/lessons-learned-from-the-circus-building-community-for-better-teamwork-part-2-of-3/) - Julia Quigley shares what you can learn from the circus community and how that community leads to better performance for proposal teams. - [Show me the money! (Part 2) The data behind a Go-to-Market strategy](https://lohfeldconsulting.com/blog/2017/04/show-me-the-money-part-2-the-data-behind-a-go-to-market-strategy/) - No matter where you are in the spectrum of selling to the Federal Government, Go-to-Market research is king and the foundation for success. - [COMPLEX TECHNOLOGY GRANTS: Secure DOE's Revolutionary EV Battery Grant](https://lohfeldconsulting.com/blog/2025/01/complex-technology-grants-secure-does-revolutionary-ev-battery-grant/) - The Department of Energy (DOE) is poised to launch a transformative grant opportunity under the Bipartisan Infrastructure Law (BIL), targeting the electric vehicle (EV) battery lifecycle. This Initiative, titled "Bipartisan Infrastructure Law Electric Drive Vehicle Battery Improving Economics, Recovery and Reuse, and State of Health," is designed to address critical challenges in EV battery management. - [Empower Your Business Growth Now with DOE’s EV Innovation Grant](https://lohfeldconsulting.com/blog/2025/01/complex-technology-grants-empower-your-business-growth-now-with-does-ev-innovation-grant/) - The Department of Energy (DOE) is taking a big step toward a sustainable future with an exciting new grant opportunity aimed at boosting the electric vehicle revolution. Part of the Bipartisan Infrastructure Law, this initiative is all about changing the game in how we recover and reuse electric vehicle batteries, fueling innovation and economic growth - [Resolve to Improve Your Win Rate and Write Better Proposals](https://lohfeldconsulting.com/blog/2011/03/resolve-to-improve-your-win-rate-2/) - Here's a reminder as we end 2013 and prepare ourselves for 2014 of how we can make the coming year more prosperous - and humane - for our BD, capture, and proposal teams. - [How proposal professionals can make healthier workplace choices now](https://lohfeldconsulting.com/blog/2015/04/implementing-healthier-choices-into-our-proposal-development-environments/) - As important as our jobs are, we shouldn’t risk our health to increase the company’s bottom line. Julia Quigley suggests some healthier choices to implement - [How Yoga Benefits Capture and Proposal Professionals](https://lohfeldconsulting.com/blog/2015/08/proposal-yoga/) - Lisa Pafe promotes multiple aspects of proposal yoga that are beneficial to capture and proposal professionals. - [On-line training for 2021’s unique challenges](https://lohfeldconsulting.com/blog/2020/12/on-line-training-for-2021s-unique-challenges/) - As we enter 2021 with some light at the end of the pandemic tunnel, training is more important than ever. - [Here is where to secure your GovCon news](https://lohfeldconsulting.com/blog/2023/04/where-do-you-get-your-govcon-news/) - The government contracting (GovCon) market is enormous. It’s valued at approximately $700B as of fiscal year (FY) 2022 and growing. The GovCon market is equally diverse, spanning everything from artificial intelligence (AI) to construction to health services. The way the Federal Government procures services is also diverse, ranging from written proposals to oral proposals to - [Is the Alliant 2 finish line farther away than ever?](https://lohfeldconsulting.com/blog/2016/09/is-the-alliant-2-finish-line-farther-away-than-ever/) - The Alliant 2 program continues to be battered by protests and other delays and potential bidders need to use the extra time wisely. Bid and proposal expert Lisa Pafe offers her best advice on how to take advantage of the delays. - [How to write effective proposals in the digital age](https://lohfeldconsulting.com/blog/2017/02/4-tips-for-effective-proposal-writing-in-the-digital-age/) - A 2015 Microsoft study found that digital distractions have resulted in the average person having an 8-second attention span—less than a goldfish! A 2016 Harvard Business Review (HBR) article stated that bad writing is the biggest productivity buster. Yet, we still write proposals the old-fashioned way, as if proposal evaluators have unlimited time and focus. - [How 100 words can kill your proposals - revisited](https://lohfeldconsulting.com/blog/2016/05/100-words-that-kill-your-proposals-worth-revisiting/) - To help you write better proposals, we have developed a list of the most frequently used words that should be avoided when writing proposals. - [How to Create the Proposal of the Future](https://lohfeldconsulting.com/blog/2020/04/the-proposal-of-the-future/) - Focus your attention on ways to grab and keep the evaluators attention by modernizing your writing. - [The Rise of the Chief Growth Officer Role and Business Growth Teams](https://lohfeldconsulting.com/blog/2022/10/the-rise-of-the-chief-growth-officer-role-and-business-growth-teams/) - An increasing number of Federal Contractors are hiring Chief Growth Officers (CGOs). The job of a CGO’s is to align business, technical, and customer service functions toward a common goal of increasing a company’s growth and profitability. To underscore the rise of the CGO role, a new professional association the Growth Officers Association Taking Sales - [Help evaluators see ghosts](https://lohfeldconsulting.com/blog/2021/08/help-evaluators-see-ghosts/) - Ghosting in the world of proposals means to emphasize competitor weaknesses and downplay their Strengths without naming them. Help evaluators see ghosts! - [How APMP certification compares with the laws of physics](https://lohfeldconsulting.com/blog/2015/11/capture-and-proposal-innovations-heed-the-law-of-physics/) - Are you stuck in your cubicle or war room staring at the four walls and wondering how to ignite fresh capture/proposal career growth? Lisa Pafe suggests ways to jump start your career. - [Show me the money! (Part 5) Pipeline development: identifying relevant opportunities for pursuit](https://lohfeldconsulting.com/blog/2017/05/show-me-the-money-part-5-pipeline-development-identifying-relevant-opportunities-for-pursuit/) - Karen Gauthier suggests setting up search tools and avenues based on keywords associated with your products and services within the Federal Government, giving you access to actionable opportunities within your target markets. - [Winning Your Next Government Grant | Lohfeld APMP Webinar](https://lohfeldconsulting.com/blog/2024/03/winning-your-next-government-grant-lohfeld-apmp-webinar/) - Learn to craft compelling government grant applications that meet rigorous requirements and stand out in a competitive funding environment. - [APMP Certification: A selfish and selfless act](https://lohfeldconsulting.com/blog/2021/05/apmp-certification-a-selfish-and-selfless-act/) - Research shows that getting certified benefits you (selfish reasons) and your colleagues (selfless considerations). Are you considering APMP certification? Perhaps you’re already certified at the Foundation level but are wondering if you should pursue Practitioner or even Professional accreditation. Capture and proposal professionals often ponder whether certification benefits them as well as those around them. Research shows that getting certified benefits you (selfish reasons) as well as your colleagues - [Federal Government shutdown, continuing resolutions (CRs), and what contractors need to do](https://lohfeldconsulting.com/blog/2018/01/federal-government-shutdown-continuing-resolutions-crs-and-what-contractors-need-to-do/) - Beth Wingate recaps Amtower Off-Center show on the government shutdown and provides numerous contractor resources for addressing future shutdowns. - [What Drives the Best Capture Managers?](https://lohfeldconsulting.com/blog/2011/01/what-drives-the-best-capture-managers/) - This article with Bob Lohfeld was originally published in Washington Technology magazine October 9, 2009. By David Hubler Good capture managers are known for their business and technical skills, understanding of complex government requirements, and intimate knowledge of their company’s competencies. But outstanding capture managers have at least one other asset: an innate drive to win. - [Best-in-class vehicles are rising but agency contracts still rock](https://lohfeldconsulting.com/blog/2020/01/best-in-class-vehicles-are-rising-but-agency-contracts-still-rock/) - Know your tiers – why agency vehicles are still the best! - [How to Improve Past Performance Ratings](https://lohfeldconsulting.com/blog/2019/07/five-tips-to-improve-past-performance-ratings/) - Past performance ratings impact your ability to win option years, recompetes and new business - [How to Survive and Thrive Under FAR Part 1 Changes](https://lohfeldconsulting.com/blog/2025/06/the-far-part-1-overhaul-what-does-it-mean-for-your-bd-team/) - Under FAR Part 1 changes, industry must respond to agency-level use of buyer guides, focus on mission first, commercial sourcing, and delegated authority. - [How to Survive the Shutdown and Come Out Ahead](https://lohfeldconsulting.com/blog/2025/10/how-to-survive-the-shutdown-and-come-out-ahead/) - During the Federal Government shutdown, solicitations stall, funding is delayed, and capture and proposal professionals find the uncertainty frustrating. - [How AI Tools Can Transform Proposal Management Now](https://lohfeldconsulting.com/blog/2025/11/how-ai-tools-can-transform-proposal-management-now/) - By integrating AI tools into daily workflows, proposal teams can automate repetitive tasks, cut hours of manual effort, reduce stress, and elevate quality. - [Secure your next win by reading these top proposal books](https://lohfeldconsulting.com/blog/2012/10/more-top-proposal-books-for-proposal-writers/) - Beth Wingate shares more top proposal books from a recent discussion in LinkedIn's Proposal Writers Group and from her blog readers' feedback. - [How to Reduce Proposal Stress Now](https://lohfeldconsulting.com/blog/2026/03/how-to-reduce-proposal-stress-now/) - To understand where proposal stress originates, we polled proposal professionals with a single question: What is the most stressful part of managing a proposal? - [OASIS+: How to Navigate Complexity with Confidence](https://lohfeldconsulting.com/blog/2026/01/oasis-how-to-navigate-complexity-with-confidence/) - Few contract vehicles carry the strategic weight of OASIS+. For professional services firms in the GovCon space, it represents long-term access to federal agencies, broad scope flexibility, and significant revenue potential. However, that opportunity comes with a tradeoff; OASIS+ is also one of the most complex proposals many contractors will ever prepare. For large businesses, - [Seize the Edge: Agency Forecasts That Win GovCon Bids](https://lohfeldconsulting.com/blog/2026/03/seize-the-edge-agency-forecasts-that-win-govcon-bids/) - Agency forecasts are public, free, and packed with intelligence. Yet many companies either do not know where to find them or do not check them consistently. - [How to Seize and Win IDIQs and BPAs Now](https://lohfeldconsulting.com/blog/2026/04/how-to-seize-and-win-idiqs-and-bpas-now/) - Learn more about winning upcoming and active Delivery/Indefinite Quantity (IDIQ) contracts or Blanket Purchase Agreements (BPAs), don't leave money on the table - [Win the Air Force's $900M FARM III Facilities IDIQ Now](https://lohfeldconsulting.com/blog/2026/03/win-the-air-forces-900m-farm-iii-facilities-idiq-now/) - Are you ready to win the FARM III contract? If not, this article describes the FARM III bid, how it will be evaluated, and what it takes to win. - [How to Use AI for Ethical Competitive Intelligence Now](https://lohfeldconsulting.com/blog/2026/03/how-to-use-ai-for-ethical-competitive-intelligence-now/) - This article explains how to use AI to gather and analyze competitive intelligence ethically, accurately, and in a way that improves your win probability. - [How to Unlock Self-Scoring IDIQ Wins Now](https://lohfeldconsulting.com/blog/2026/03/how-to-unlock-self-scoring-idiq-wins-now/) - Self-scoring bids are a common fixture across Government solicitations. Learn the secrets to positioning for them and winning them now. - [How to Win the Army MAPS Contract Before It Finalizes](https://lohfeldconsulting.com/blog/2026/03/how-to-win-the-army-maps-contract-before-it-finalizes/) - Download our free compliance tool, Learn how to win the Army's Marketplace for the Acquisition of Professional Services (MAPS) professional services contract. - [How Content Tagging Ends Proposal AI Chaos](https://lohfeldconsulting.com/blog/2026/01/how-content-tagging-ends-proposal-ai-chaos/) - Content tagging is a fast way to make AI useful in your knowledge base without letting it “choose” what to trust, what to ignore, or what to invent. - [How to Win Army MAPS: Strategy, Scoring, and Risk](https://lohfeldconsulting.com/blog/2026/01/how-to-win-army-maps-strategy-scoring-and-risk/) - The Army’s Marketplace for the Acquisition of Professional Services (MAPS) is not just another IDIQ. Lohfeld Consulting can provide support to help you win it. - [How New Offerors Can Outperform Incumbents and Win](https://lohfeldconsulting.com/blog/2026/03/how-new-offerors-can-outperform-incumbents-and-win/) - To learn how incumbents can unseat challengers, we surveyed business development, bid, and proposal professionals across LinkedIn. Read the poll results. - [The State of Capture in 2026: What’s Changed Now?](https://lohfeldconsulting.com/blog/2026/03/the-state-of-capture-in-2026-whats-changed-now/) - Capture Management is changing, and contractors who don’t evolve will see declines in win rates in 2026. - [How to Capture a Bid with Discipline and Authority](https://lohfeldconsulting.com/blog/2026/02/how-to-capture-a-bid-with-discipline-and-authority/) - Capturing a bid requires discipline and authority long before the RFP is released, learn how organizations that win consistently using structured capture plans. - [How to Win Challenge-Based Procurements Now](https://lohfeldconsulting.com/blog/2026/02/how-to-win-challenge-based-procurements-now/) - Challenge-based procurements are exposing a hard truth in GovCon: strong proposals are no longer enough. Agencies are no longer satisfied with polished narratives, well-crafted past performance sections, or carefully worded technical approaches. Additionally, they want contractors to demonstrate their capabilities—not just describe them. Through self-scoring matrices, multi-phase down-selects, live technical exercises, and demonstrations, federal buyers - [How to Eliminate Proposal Weaknesses Before Submission](https://lohfeldconsulting.com/blog/2026/02/how-to-eliminate-proposal-weaknesses-before-submission/) - Reducing weaknesses requires disciplined execution throughout the business development lifecycle. Lohfeld Consulting presents five tips for mitigating them. - [How to Spin Straw into Gold & Unlock Proposal-Ready Content](https://lohfeldconsulting.com/blog/2026/02/how-to-spin-straw-into-gold-unlock-proposal-ready-content/) - Content is the lifeblood of every winning proposal, yet proposal managers routinely receive last-minute input that sounds polished but lacks strengths. - [How to Unlock Proposal Resumes That Win Now](https://lohfeldconsulting.com/blog/2026/02/how-to-unlock-proposal-resumes-that-win-now/) - In best-value trade-off competitions, proposal resumes can create discriminating Strengths that tip the award decision in your favor. Learn how to write them. - [How AI Is Changing Proposal Work Now](https://lohfeldconsulting.com/blog/2026/02/how-ai-is-changing-proposal-work-today/) - To better understand where AI is delivering the most value, we asked 750 people, “What area of bid and proposal operations has AI had the most positive impact?” - [Use Mini Bids to Drive Business Growth Now](https://lohfeldconsulting.com/blog/2026/01/use-mini-bids-to-drive-business-growth-now/) - Mini Bids features federal opportunities under $10M. The opportunities come from various agencies, NAICS codes, and set-aside types. - [Use Mega Bids to Drive Business Growth Now](https://lohfeldconsulting.com/blog/2026/01/secure-your-future-in-2025-with-these-2025-mega-bids/) - Lohfeld Consulting presents its monthly list of mega bids to help contractors navigate high-stakes multimillion- and multibillion-dollar contracts. - [Use Mighty Bids to Drive Mid/Small Company Growth Now](https://lohfeldconsulting.com/blog/2026/01/use-mighty-bids-to-drive-mid-small-company-growth/) - Each month, Lohfeld Consulting publishes a Mighty Bids blog, featuring bids from $499 to $10M, and its companions Mega Bids, featuring bids from $500M. - [Three Years of AI: What the Results Really Show](https://lohfeldconsulting.com/blog/2026/02/three-years-of-ai-what-the-results-really-show/) - In August 2024, when AI adoption was still relatively new across the bid and proposal community, Lohfeld Consulting sponsored a LinkedIn poll asking: “Are you maximizing the benefits of your AI/GenAI implementation?” We repeated the same poll in 2025 and again in 2026 to track how adoption, maturity, and outcomes have evolved. The results, summarized - [Seven GovCon Predictions for 2026 (Laugh Now, Bid Later)](https://lohfeldconsulting.com/blog/2026/01/seven-govcon-predictions-for-2026-laugh-now-bid-later/) - Lohfeld has seven humorous predictions for GovCon in 2026, presented with realism, experience, and a healthy appreciation for GovCon absurdity. 1. AI Will Be Everywhere—and Still Not Allowed Near the Final Submission By 2026, AI will be fully embedded in capture and proposal workflows. AI will also continue to: Confuse “shall” and “should” Invent requirements - [How to Increase Proposal Writing Speed by 25%](https://lohfeldconsulting.com/blog/2025/12/how-to-increase-proposal-writing-speed-by-25/) - Writing proposal content under pressure is a given in the bid and proposal industry. Learn how to increase your proposal writing speed by 25% in this blog. - [How to Create a Proposal Style Guide Using AI](https://lohfeldconsulting.com/blog/2026/01/how-to-create-a-proposal-style-guide-using-ai/) - A proposal style guide is an overlooked yet powerful tool. Teams view style guides as basic writing aids to ensure consistency, but they are far more strategic. - [Are You Prepared for the GSA OASIS+ On-Ramp Now?](https://lohfeldconsulting.com/blog/2025/12/are-you-prepared-for-the-gsa-oasis-on-ramp-now/) - The General Services Administration (GSA) is opening the OASIS+ On-Ramp Phase on January 12, 2026. If your company is not yet on OASIS+, this is the moment to act. With GSA expanding its domains, consolidating agency IDIQs, and increasing governmentwide reliance on enterprise contract vehicles, securing an OASIS+ award is increasingly essential for long-term growth - [How to Overcome Four AI Risks in Proposal Writing Now](https://lohfeldconsulting.com/blog/2025/12/how-to-overcome-four-ai-risks-in-proposal-writing-now/) - While AI can expedite writing, it carries risks. Lohfeld's poll of 275 bid professionals asked, “What concerns you most about using AI for proposal writing? - [How to Fix the Proposal Processes Holding You Back](https://lohfeldconsulting.com/blog/2025/11/how-to-fix-the-proposal-processes-holding-you-back/) - What part of your proposal process still feels broken? The blog reveals the results of our recent LinkedIn poll on the topic and how you can fix the processes. - [How to Secure Proposal Assets in the Age of Agentic AI](https://lohfeldconsulting.com/blog/2025/12/how-to-secure-proposal-assets-in-the-age-of-agentic-ai/) - This blog explains how proposal professionals can use Agentic AI to expedite proposals and work with Security Officers to protect proposal assets from attack. - [How to Secure Millions in CHIPS BAA Semiconductor Funding](https://lohfeldconsulting.com/blog/2025/11/how-to-secure-millions-in-chips-baa-semiconductor-funding/) - The CHIPS for America Broad Agency Announcement (BAA) is a premier funding vehicle, now open and accepting White Papers on a rolling basis through September 30, 2029. Designed to accelerate U.S. leadership in semiconductors and related technologies, the CHIPS BAA is overseen by the Department of Commerce’s CHIPS Research and Development Office (CRDO), which is - [How OTAs and CSOs are Enabling the New Warfighting Era](https://lohfeldconsulting.com/blog/2025/11/how-otas-and-csos-are-enabling-the-new-warfighting-era/) - To outpace emerging threats, DOD/DOW is reshaping federal acquisition using Other Transaction Agreements (OTAs) and Commercial Solutions Openings (CSOs). - [The Overview: How to Survive and Thrive Under FAR Changes](https://lohfeldconsulting.com/blog/2025/11/the-overview-how-to-survive-and-thrive-under-far-changes-2/) - Interim Federal Acquisition Regulation (FAR) changes are now in effect, and they’re already influencing how agencies plan, evaluate, award, and manage RFPs. - [How to Master the FAR Part 15 Overhaul: Win Smarter, Score Higher](https://lohfeldconsulting.com/blog/2025/11/how-to-master-the-far-15-overhaul-win-smarter-score-higher/) - This blog breaks down what every proposal professional needs to know about the FAR Part 15 overhaul as it relates to technical proposal evaluations. - [How to Master Oral Proposal Strategy Now](https://lohfeldconsulting.com/blog/2025/10/how-to-master-oral-proposal-strategy-now/) - Oral proposals are where strategy meets storytelling. They’re not just about speaking well; they’re about proving you deliver strategically under pressure. - [How to Build Proposals that Win and Wow](https://lohfeldconsulting.com/blog/2025/10/how-to-build-proposals-that-win-and-wow/) - Every proposal tells a story, but only the best ones win and wow the customer. This blog identifies 22 dimensions of excellence, organized into six groups: - [How New CMMC Requirements Impact SOFGSD and Other RFPs](https://lohfeldconsulting.com/blog/2025/09/how-new-cmmc-requirements-impact-sofgsd-and-other-rfps/) - Offerors proposing to support DOD must pass a CMMC (Cybersecurity Maturity Model Certification) pass/fail requirement as a qualifying criterion for an award. - [Prepare Now to Compete for the Army’s $82B LOGCAP VI](https://lohfeldconsulting.com/blog/2025/09/prepare-now-to-compete-for-the-armys-82b-logcap-vi/) - The U.S. Army is preparing to release LOGCAP VI (Logistics Civil Augmentation Program) in June 2026, a massive opportunity valued at $82B. - [How to Maximize AI and GenAI Implementation Now](https://lohfeldconsulting.com/blog/2025/09/how-to-maximize-ai-and-genai-implementation-now/) - This article answers the question, "Are you maximizing the benefits of your AI and GenAI implementation?” - [The Overview: How to Survive and Thrive Under FAR Changes](https://lohfeldconsulting.com/blog/2025/09/the-overview-how-to-survive-and-thrive-under-far-changes/) - This article summarizes the Federal Acquisition Regulation (FAR) changes produced by the Revolutionary FAR Overhaul. Use Table 1 to view the FAR Parts that changed, and Table 2 for the parts still awaiting overhaul. There is a descriptive summary of each FAR Part change following Tables 1 and 2, and a brief analysis of their - [How to survive and thrive under FAR changes](https://lohfeldconsulting.com/blog/2025/07/how-to-survive-and-thrive-under-far-changes/) - Lohfeld Consulting provides a comprehensive article, How to Adapt Your Proposals to the First Eight FAR Part Revisions, which summarizes FAR changes to date. - [How to Thrive in Turbulence: GovCon’s Winning Edge](https://lohfeldconsulting.com/blog/2025/08/how-to-thrive-in-turbulence-govcons-winning-edge/) - Despite federal budget tightening, delayed procurements, and market uncertainty, some government firms aren’t just surviving, but thriving in the turbulence. - [Where Should Companies Focus Their Training Dollars First?](https://lohfeldconsulting.com/blog/2025/09/where-should-companies-focus-their-training-dollars-first/) - Training dollars have never been more critical for the GovCon community. In 2025, the bid and proposal industry faced widespread layoffs as large contractors shed experienced staff after the downturn triggered by government budget cuts. The result? Many organizations are relying on direct-charge technical staff—highly skilled in their domains but with little to no business - [Seize the Advantage: Why a GSA Schedule Matters Now](https://lohfeldconsulting.com/blog/2025/09/seize-the-advantage-why-a-gsa-schedule-matters-now/) - Having a General Services Administration (GSA) Schedule is no longer optional; it’s essential. As GSA emerges as the government’s central acquisition hub—consolidating agency IDIQs and absorbing work from downsized acquisition staffs—more agencies are turning to GSA to manage their procurements. For contractors, particularly those without a best-in-class GWAC, a GSA Schedule often provides the most - [How to Survive and Thrive Under FAR Part 43 Reforms](https://lohfeldconsulting.com/blog/2025/07/how-to-survive-and-thrive-under-far-part-43-reforms/) - FAR Part 43 mandates that the contracting officer and contractors manage risks and ensure accountability when making a contract modification. - [How to Win FAA’s PTAC High-Stakes Aviation Contract](https://lohfeldconsulting.com/blog/2025/08/how-to-win-faas-ptac-high-stakes-aviation-contract/) - The FAA Program Management Office Technical Assistance (PMO/PTAC) bid enables small businesses to help shape the future of the National Airspace System. - [Unlock Underrated Skills That Win Bids Now](https://lohfeldconsulting.com/blog/2025/09/unlock-underrated-skills-that-win-bids-now/) - Behind every winning proposal is a cast of unsung heroes whose underrated skills quietly tip the scales from “good enough” to award-winning. - [How to Prepare for a SHIELD & Golden Dome Win Now](https://lohfeldconsulting.com/blog/2025/09/how-to-prepare-for-a-shield-golden-dome-win-now/) - By consolidating requirements into SHIELD, the MDA has positioned SHIELD as the cornerstone of Golden Dome, America's missile defense initiative. - [FEMA’s C3MP: Modernizing Disaster Communications Now](https://lohfeldconsulting.com/blog/2025/08/femas-c3mp-modernizing-disaster-communications/) - When disasters strike, survivors depend on the fast communications that the FEMA Contact Center Capability Modernization Program (C3MP) bid will deliver. - [Automated Tools Powering Growth Beyond AI Now](https://lohfeldconsulting.com/blog/2025/08/automated-tools-powering-growth-beyond-ai/) - While artificial intelligence dominates the bid and proposal conversation, many firms overlook the everyday automated tools that drive business growth. - [Opportunity Alert: NMITS - A $2B Small Business IDIQ](https://lohfeldconsulting.com/blog/2018/12/opportunity-alert-nmits-a-2b-small-business-idiq/) - A $2B+ small business Indefinite Delivery Indefinite Quality (IDIQ) contract designed to help NOAA meet its IT requirements. - [COMPLEX TECHNOLOGY GRANTS SERVICES - OPPORTUNITY HIGHLIGHT: The CHIPS Act: Fueling America’s Technological Comeback](https://lohfeldconsulting.com/blog/2024/09/grant-services-opportunity-highlight-the-chips-act-fueling-americas-technological-comeback/) - Opportunity Highlights: The CHIPS (Creating Helpful Incentives to Produce Semiconductors) Act represents a pivotal legislative effort aimed at revitalizing and securing the United States' semiconductor manufacturing sector. This initiative emerged in response to a global semiconductor shortage that underscored the critical role these components play in a wide array of industries, from consumer electronics to - [Q&A Part 2: Secrets from government source selection evaluations](https://lohfeldconsulting.com/blog/2015/01/qa-part-2-from-7-secrets-from-inside-government-source-evaluations-and-how-you-can-use-them-to-create-winning-proposals/) - Here is Part 2 of the questions we received during the 7 secrets from inside government source evaluations and how you can use them to create winning proposals webinar with answers from Wendy Frieman. - [[PODCAST REPLAY] Project 38: How the presidential transition impacts your BD, capture activities](https://lohfeldconsulting.com/blog/2020/12/podcast-replay-project-38-how-the-presidential-transition-impacts-your-bd-capture-activities/) - Washington Technology and Project 38, Editor Nick Wakeman speaks with proposal and capture management expert Bob Lohfeld - [The Surprising Ways AI is Transforming Proposals](https://lohfeldconsulting.com/blog/2025/03/the-surprising-ways-ai-is-transforming-proposals/) - What’s the most game-changing technology currently shaking up the bid and proposal world? You guessed it—AI, specifically, Generative AI (GenAI). GenAI is reshaping how we work and compete, from brainstorming solutions to ensuring compliance. To see just how much impact it’s having, Lohfeld Consulting recently asked professionals on LinkedIn a critical question: “What area of - [How to increase engagement by varying your writing style](https://lohfeldconsulting.com/blog/2016/03/how-to-increase-audience-engagement-by-varying-your-writing-style/) - Don't let proposal evaluators tune out! Julia Quigley shares ways for proposal writers to keep evaluators engaged and attentive to their text. - [Opportunity Alert: OASIS On-Ramps Begin with Pool 1 Small Business](https://lohfeldconsulting.com/blog/2018/08/opportunity-alert-oasis-on-ramps-begin-with-pool-1-small-business/) - With announced plans for future on-ramp contractors to OASIS SB Pools 3 and 4 - [10 Ways to mitigate proposal solution development risks](https://lohfeldconsulting.com/blog/2012/04/10-ways-to-mitigate-proposal-solution-development-risks/) - Brenda Crist identifies Proposal Solution Development Risks & Mitigation Strategies as part of her series on mitigating capture and proposal risks. - [How to mitigate proposal business case review risks](https://lohfeldconsulting.com/blog/2012/07/7-ways-to-mitigate-proposal-business-case-review-risks/) - Brenda Crist identifies Proposal Business Case Review Risks & recommended Mitigation Strategies as part of her series on mitigating capture and proposal risks. - [APB: A Writing Model for Reluctant Writers, Enigmatic Engineers, and Circuitous SMEs [presentation slides]](https://lohfeldconsulting.com/blog/2016/05/apb-a-writing-model-for-reluctant-writers-enigmatic-engineers-and-circuitous-smes-presentation-slides/) - Download Julia Quigley's 2016 APMP Bid & Proposal Con presentation - APB: A Writing Model for Reluctant Writers, Enigmatic Engineers, and Circuitous SMEs - [How to improve the quality of proposal content with the APB – Part 2](https://lohfeldconsulting.com/blog/2015/08/improving-the-quality-of-proposal-content-with-the-apb-writing-model-part-2/) - Julia Quigley's APB method simplifies writing tasks and makes it easy for the government to evaluate your text - Lohfeld Consulting Group - [Opportunity Alert: DARPA TASS](https://lohfeldconsulting.com/blog/2017/11/opportunity-alert-darpa-tass/) - Now is the time to engage with Defense Advanced Research Projects Agency (DARPA) on the five-year $850 million Technical and Analytical Support Services (TASS) multiple award, full and open IDIQ opportunity. - [GSA VETS 2: Are there implications for Alliant 2?](https://lohfeldconsulting.com/blog/2016/05/gsa-vets-2-are-there-implications-for-alliant-2/) - GSA's VETS 2 solicitation follows the pattern set by OASIS and the draft RFP for Alliant 2 but with two notable differences. Are changes afoot for Alliant? Lisa Pafe discusses in Washington Technology. - [Opportunity Alert: NOAA NEMITS IDIQ](https://lohfeldconsulting.com/blog/2017/10/opportunity-alert-noaa-nemits-idiq/) - Lisa Pafe discusses the NOAA Enterprise and Mission IT Services (NEMITS), which replaces the existing NOAALink contract and the originally proposed NOAALink 2.0. - [Why LPTA finally died down](https://lohfeldconsulting.com/blog/2016/12/is-lpta-finally-dead/) - The 2017 National Defense Authorization Act puts serious limits on use of LPTA and narrowly defines when it is should be used. Lisa Pafe comments. - [Alliant 3 Heads Up: Questions Due April 18](https://lohfeldconsulting.com/blog/2024/04/alliant-3-heads-up-questions-due-april-18/) - The General Services Administration (GSA) Contracting Office released a pre-solicitation packet with early draft attachments on April 10, 2024. GSA anticipates releasing the final solicitation in Q3 FY2024. GSA requests offerors provide feedback on the draft attachments to alliant3feedback@gsa.gov by no later than Thursday, April 18, 2024. GSA indicated that feedback sent to this email - [Q&A Part 3 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline](https://lohfeldconsulting.com/blog/2017/03/qa-part-3-top-20-bids-for-2017-and-the-market-trends-that-will-affect-how-you-build-your-pipeline/) - Lohfeld govcon experts answer audience questions received during our recent Top 20 bids for 2017 webinar. Here is part 3 of our Q&A. - [Talking to the other side: proposal managers and contracting officers](https://lohfeldconsulting.com/blog/2017/11/talking-to-the-other-side-proposal-managers-and-contracting-officers/) - Join Wendy Frieman and Lisa Pafe for a panel discussion between contracting officers and proposal managers exploring ways the two communities approach the acquisition process from different perspectives, and often, in the process, miscommunicate and create misconceptions. - [Top 10 free government websites and databases for supporting your bid](https://lohfeldconsulting.com/blog/2023/01/top-10-free-government-websites-and-databases-for-supporting-your-bid/) - The Federal Government publishes an inordinate amount of free information for jumpstarting your bids. We summarize our top 10 favorites below. Many of these free databases are hosted by the General Services Administration (GSA), so visit GAO.gov for a comprehensive list of the agency’s assets. While we rely on these free databases, we combine them - [REPLAY: Jacob Bertram discusses consolidating Multiple Award Schedules and GWACS](https://lohfeldconsulting.com/blog/2020/08/replay-jacob-bertram-discusses-consolidating-multiple-award-schedules-and-gwacs/) - Jacob Bertram, Principal Consultant with Lohfeld Consulting Group and former Contracts Director at GSA. - [Lessons learned from the circus: consistently succeeding](https://lohfeldconsulting.com/blog/2016/04/lessons-learned-from-the-circus-consistently-succeeding/) - There’s more truth than jest to the saying that a proposal submission is a bit like a circus. Julia Quiley suggests we learn from professional performers how to handle mistakes. - [How to Customize the MS Office Quick Access Toolbar](https://lohfeldconsulting.com/blog/2016/03/lohfeld-techtalks-customizing-ms-office-quick-access-toolbar/) - Beth Wingate (aka AppMaven) shows how to customize the MS Office Quick Access Toolbar so we can access our most frequently used actions in MS Office. - [Hashtags, Mentions, Endorsements? Oh My! How to Use Social Media to Build Your Personal and Corporate Brand](https://lohfeldconsulting.com/blog/2016/05/presentation-social-media-checklist-hashtags-mentions-endorsements-oh-my-how-to-use-social-media-to-build-your-personal-and-corporate-brand/) - Download AppMaven's presentation and social media checklist | Hashtags, Mentions, Endorsements? Oh My! How to Use Social Media to Build Your Personal and Corporate Brand | Beth Wingate, aka AppMaven | 2016 APMP Bid & Proposal Con Presentation - [13 lists where you can find your next good book](https://lohfeldconsulting.com/blog/2016/06/ready-for-some-inspiration-13-lists-to-find-your-next-good-book/) - 13 good book lists I’ve come across lately—I hope you’ll find some new inspiration (and perhaps a great “vacation read”) among them! - [Favorite business books to start off 2016](https://lohfeldconsulting.com/blog/2016/01/from-the-experts-favorite-business-books-to-start-off-2016-2/) - Beth Wingate shares business development, capture and proposal management, and leadership gurus' recommendations of “must-reads" and favorite business books for 2016. - [Opportunity Alert: A Flurry of OASIS On-Ramps](https://lohfeldconsulting.com/blog/2019/04/opportunity-alert-a-flurry-of-oasis-on-ramps/) - GSA issues update on long awaited OASIS SB on-ramps. - [Fiscal 2019 Top 20 Contracting Opportunities: BGOV Report](https://lohfeldconsulting.com/blog/2018/10/fiscal-2019-top-20-contracting-opportunities-bgov-report/) - The report covers contracts worth a total of about $130.9 billion. - [Polaris Pre-Award Protest: The New Normal for MACs?](https://lohfeldconsulting.com/blog/2022/04/polaris-pre-award-protest-the-new-normal-for-macs/) - Perhaps SBA needs to weigh in on the rules regarding mentor-protégé JVs, or Polaris may face amendment after amendment and delayed awards. - [Q&A - “APBs” of persuasive proposal writing for reluctant writers](https://lohfeldconsulting.com/blog/2015/07/qa-apbs-of-persuasive-proposal-writing-for-reluctant-writers-enigmatic-engineers-and-circuitous-smes/) - Julia Quigley answers webinar participants' questions about how to make writing manageable and produce compliant, easy-to-evaluate proposal text emphasizing strengths. - [How APB can improve the quality of proposal content – Part 3](https://lohfeldconsulting.com/blog/2015/09/improving-the-quality-of-proposal-content-with-the-apb-writing-model-part-3/) - Julia Quigley wraps up her APB proposal writing series by sharing approaches to get your team on board and indoctrinate APB as the standard for all your proposals. - [Empower Your Business Growth by Using NAICS Codes Strategically](https://lohfeldconsulting.com/blog/2024/08/empower-your-business-growth-by-using-naics-codes-strategically/) - Knowing how to leverage the North American Industry Classification System (NAICS) codes can be a game-changer for your business in the federal government marketplace. This blog outlines eight powerful strategies to help you go beyond using NAICS codes as industry identifiers and leverage them as strategic tools to grow and expand your business. Strategy #1: - [The steps to move your proposal score from green to blue now](https://lohfeldconsulting.com/blog/2022/10/checklist-for-moving-your-proposal-score-from-green-to-blue/) - Checklist for moving your proposal score from Green to Blue Step 1: Understand the scoring criteria Understand how the government is prioritizing the scores and what criteria carries more weight. Understand the meaning of the language that the government is using to score your proposal in terms of your understanding and approach and potential strengths, - [2024 Mega Bids – Updated](https://lohfeldconsulting.com/blog/2024/04/2024-mega-bids-updated-2/) - Lohfeld Consulting Group released its comprehensive list of 2024 Mega Bids, a critical resource for contractors in the federal sector. The list detailed some of the most significant upcoming bids across various agencies, encompassing a range of industries and services. Since their release, many of these bids have undergone notable developments. Our blog today aims - [“Evolve Care Package” for creating a high-scoring proposal](https://lohfeldconsulting.com/blog/2022/11/evolve-care-package-for-creating-a-high-scoring-proposal/) - Lohfeld Consulting's Evolve Care Package assists companies pursuing the upcoming U.S. Dept. of State's (DOS) highly competitive $10B Evolve IDIQ procurement. - [Opportunity Alert: OASIS Unrestricted On-Ramps](https://lohfeldconsulting.com/blog/2019/06/opportunity-alert-oasis-unrestricted-on-ramps/) - Here are five things you can do now to maximize chances of success - [Mobility category management: $1 billion opportunity with plenty of risks](https://lohfeldconsulting.com/blog/2016/05/mobility-category-management-1-billion-opportunity-with-plenty-of-risks/) - As the government moves forward with category management of mobile devices and services, it represents a huge opportunity, but there are inherent risks as more contracts are consolidated. - [Seize OASIS+ Opportunities in 2025 Now](https://lohfeldconsulting.com/blog/2024/12/seize-oasis-opportunities-in-2025-now/) - The One Acquisition Solution for Integrated Services Plus (OASIS+) Indefinite Quantity Indefinite Delivery (IDIQ) contract is gearing up for 2025 as it releases more contract awards in December. GSA started releasing OASIS+ contracts last July when it kicked off awards for Small Business (SB) companies. SBs are one of six set-aside groups, with the others - [How ChatGPT can benefit bids and proposals](https://lohfeldconsulting.com/blog/2023/01/how-chatgpt-might-benefit-bids-and-proposals/) - ChatGPT (Generative Pre-prepared Transformer) is a natural language processor driven by artificial intelligence (AI) technology, which enables you to have human-like conversations. OpenAI, a research company, created ChatGPT and launched on November 30, 2022. You can learn more about ChatGPT at this website. Usage is free to the public for now because it is still - [GenAI for Proposal Development – Webinar Replays](https://lohfeldconsulting.com/blog/2024/05/forecasting-the-future-use-of-generative-ai-from-its-performance-today-part-2-webinar/) - GenAI transforms GovCon bids: Webinar replays reveal applications, efficiencies, and study results. Compare public vs. private GenAI for proposals. - [2024 Mega Bids – Updated](https://lohfeldconsulting.com/blog/2024/01/2024-mega-bids-updated/) - On November 30, 2024, Lohfeld Consulting Group released its comprehensive list of 2024 Mega Bids, a critical resource for contractors in the federal sector. The list detailed some of the most significant upcoming bids across various agencies, encompassing a range of industries and services. Since its release, there have been notable developments and progressions in - [Secure Your Future: The Ultimate List of 2025 Mega Bids](https://lohfeldconsulting.com/blog/2024/12/secure-your-future-the-ultimate-list-of-2025-mega-bids/) - To help contractors navigate the high-stakes government contracting environment, Lohfeld Consulting presents the ultimate list of 2025 mega bids. The list covers key opportunities across multiple federal agencies, offering insight into potential contracts that could shape the future of your business. With billions of dollars on the line, strategic planning and early action are more - [10 Steps to creating high-scoring proposals](https://lohfeldconsulting.com/blog/2018/10/10-steps-to-creating-high-scoring-proposals/) - Stacey Coolican and Beth Wingate review actions that raise the competitiveness of your proposals and result consistently in high-scoring proposals. - [How to find common ground between proposal managers and contracting officers](https://lohfeldconsulting.com/blog/2018/01/can-proposal-managers-and-contracting-officers-find-common-ground/) - Lisa Pafe shares insights from proposals managers and COs gained during her NCMA GCMS breakout session—Talking to the Other Side: Proposal Managers and Contracting Officers - [APMP releases new Body of Knowledge (BOK) – Lohfeld Consulting Group staff contributions](https://lohfeldconsulting.com/blog/2015/02/apmp-releases-new-body-of-knowledge-bok-lohfeld-consulting-group-staff-contributions/) - Competitively selected Lohfeld Consulting Group staff wrote 8 of 52 research-based topics in the new APMP Body of Knowledge and provided 21 tools and templates. - [NEW DATE! APMP Foundation Level Certification Training Class | January 20, 2023](https://lohfeldconsulting.com/blog/2022/10/new-date-apmp-foundation-level-certification-training-class-january-20-2023/) - Lohfeld Consulting Group and the APMP Chesapeake Chapter are offering a 1-day webinar to prepare attendees to pass the APMP Foundation Certification. - [How to Survive and Thrive Under FAR Part 39 Changes](https://lohfeldconsulting.com/blog/2025/07/the-far-part-39-overhaul-what-does-it-mean-for-your-bd-team/) - How to survive and thrive under FAR Part 39 Changes related to information technology (IT) and communications technology (ICT) government programs. - [Q&A: Target the right IDIQs and GWACs [Webinar replay]](https://lohfeldconsulting.com/blog/2016/01/qa-target-the-right-idiqs-and-gwacs-and-win-your-share-of-task-orders-webinar-replay/) - With the proliferation of multiple award vehicles such as GWACs and IDIQs, BD, capture, and proposal professionals face many complexities. OMB and OFPP seek to consolidate these vehicles, while agencies like GSA and HHS look for new procurement methods such as prime-only past performance, Agile procurement, and self-scoring. To add to the complexity, once companies - [How to Survive and Thrive Under FAR Part 18 Changes](https://lohfeldconsulting.com/blog/2025/07/how-to-survive-and-thrive-under-far-part-18-reforms/) - How to Survive and Thrive Under FAR Part 18 Changes: points contracting officers to use the flexibilities in the Emergency Procurement List - [Social distancing - Why it impacts your proposal writing (and 6 strategies for winning content) | Lohfeld Business Winning Webinar](https://lohfeldconsulting.com/blog/2020/03/social-distancing-why-it-impacts-your-proposal-writing-and-6-strategies-for-winning-content-lohfeld-business-winning-webinar/) - Date: April 16, 2020 Time: 12:00 pm EDT Click to register Social distancing creates obvious (and less obvious) change in the workplace. Working from home and remote locations, proposal teams and evaluators face new and different distractions. Evaluators contend with decreased time and concentration, so your proposals must grab and hold their attention with better - [How to Break Barriers with AI Cold Call Drills](https://lohfeldconsulting.com/blog/2025/05/how-to-break-barriers-with-ai-cold-call-drills/) - Cold calling in the GovCon world is tough. Your team gets one shot to break through the noise, uncover real needs, and build credibility with a prospective customer who might not even know they need you yet. But what if your team could rehearse these high-stakes conversations with a buyer who never gets tired, gives - [How to Build Your Past Performance Library Now ](https://lohfeldconsulting.com/blog/2025/05/how-to-build-your-past-performance-to-secure-more-contracts/) - Learn how to create a past performance library to help build winning proposals in the highly competitive world of government contracting. - [Spotting “AI Speak” in Proposals — and Why It Matters](https://lohfeldconsulting.com/blog/2025/08/spotting-ai-speak-in-proposals-and-why-it-matters/) - AI can speed up content generation, but if not used correctly, it leaves a trail of AI Speak that experienced proposal reviewers and evaluators can spot. - [How to Survive and Thrive Under FAR Part 29 Changes](https://lohfeldconsulting.com/blog/2025/08/how-to-survive-and-thrive-under-far-part-29-changes/) - FAR Part 29 ensures the federal government procurement officials and contracting officers (COs) have clear instructions on taxes as they apply to contracts. - [AMPV STS: Outsmart the Risks, Win the Bid Now](https://lohfeldconsulting.com/blog/2025/08/ampv-sts-outsmart-the-risks-win-the-bid-now/) - The AMPV STS (Armored Multi-Purpose Vehicle System Technical Support) opportunity supports the Army’s most vital ground combat systems. - [Last Call for SHIELD Questions Now](https://lohfeldconsulting.com/blog/2025/08/last-call-for-shield-questions-now/) - In July, the Missile Defense Agency released 18 pre-RFP draft documents for the SHIELD bid. Questions are due on August 18, 2025. This blog describes the bid. - [GSA MAS vs. OASIS+: Unlock the Better Growth Path](https://lohfeldconsulting.com/blog/2025/08/gsa-mas-vs-oasis-unlock-the-better-growth-path/) - To understand OASIS+, it’s essential to know how it differs from the GSA Multiple Award Schedule (MAS) and when to pursue each one, which we explain in the blog - [Crack the Code on the NAVAIR ERP RFP Opportunity Now](https://lohfeldconsulting.com/blog/2025/08/crack-the-code-on-the-navair-erp-rfp-opportunity/) - The Naval Air Systems Command (NAVAIR) Enterprise Resource Planning (ERP) Business Office Support contract is one of the Navy’s most critical opportunities. - [What is the Greatest ROI When Using AI for Proposals?](https://lohfeldconsulting.com/blog/2025/07/heres-the-greatest-roi-using-ai-for-bids-proposals/) - We asked 172 respondents, What’s the greatest return on investment (ROI) you’ve gained from using AI/GenAI in bids and proposals, and they said... - [AI Notetakers Replacing Humans? The Meeting Just Got Weird](https://lohfeldconsulting.com/blog/2025/07/ai-notetakers-replacing-humans-the-meeting-just-got-weird/) - AI notetakers are everywhere now. They join your meetings, take diligent notes, and sometimes even send summaries faster than you can say “synergy.” But lately, a strange new trend has emerged: the AI notetaker appears—but the human doesn’t. It’s become a modern workplace mystery: a calendar invite is accepted, the meeting starts, the camera is - [How to Survive and Thrive Under FAR Part 11 Changes](https://lohfeldconsulting.com/blog/2025/07/how-to-survive-and-thrive-under-far-part-11-reforms/) - FAR Part 11 guides federal agencies in defining what needs to be done, rather than how the work is to be done, and the latitude for acquisition strategies. - [How to Survive and Thrive Under FAR Part 6 Changes](https://lohfeldconsulting.com/blog/2025/07/how-to-survive-and-thrive-under-far-part-6-reforms/) - FAR Part 6 implements the Competition in Contracting Act (CICA) of 1984[2]. It ensures full and open competition as the default, with specific exceptions. - [How to Survive and Thrive Under FAR Part 34 Changes](https://lohfeldconsulting.com/blog/2025/06/how-the-revolutionary-far-overhaul-rewires-part-34/) - This article describes changes to FAR Part 34 and how it gives acquiring agencies more flexibility in choosing how they obtain major systems. - [How to Proactively Improve Proposal Readiness](https://lohfeldconsulting.com/blog/2025/05/ultimate-preparation-proactive-steps-for-proposal-readiness/) - Now is the time to bolster your proposal readiness and ensure your materials are up to date when the next opportunity to bid on a government contract arises. - [How to Describe Innovation in Proposals](https://lohfeldconsulting.com/blog/2025/05/how-to-describe-innovation-in-proposals/) - The government is seeking innovations to enhance mission readiness, timeliness, and reduce costs. This blog describes how to describe innovation in proposals. - [How to Make Your Resumes Ready Before the RFP Drops](https://lohfeldconsulting.com/blog/2025/05/how-to-make-your-resumes-ready-before-the-rfp-drops/) - Prepare your resumes in advance by maintaining an updated resume database for effective sourcing of the most qualified candidates. - [How to Craft Resilient Bid Teams Amidst GovCon Turmoil](https://lohfeldconsulting.com/blog/2025/05/how-to-craft-resilient-bid-teams-amidst-industry-turmoil/) - The article describes how to craft resilient bid and proposal teams amidst industry turmoil in the current government contracting marketplace. - [How to Make Your RFI Response Unforgettable](https://lohfeldconsulting.com/blog/2025/05/how-to-make-your-rfi-response-unforgettable/) - Responding to a request for information (RFI) might seem trivial, but don’t be fooled. A good RFI is often the first step in earning the customer's favor. - [How to Forge Victory in the $3.2B SOFGS Showdown](https://lohfeldconsulting.com/blog/2025/06/forge-victory-in-the-3-2b-special-ops-showdown/) - The SOFGSD IDIQ is one of the most coveted small business set-aside valued at $3.2 billion. This article describes what it takes to win the contract. - [Winning the WSMR Mission Support Services Solicitation Now](https://lohfeldconsulting.com/blog/2025/06/navigating-requirements-winning-the-wsmr-mission-support-services-solicitation/) - Get tips from Lohfeld Consulting for winning the WSMR Mission Support Services solicitation now, which is due to the government on July 15, 2025. - [How Strategic Investing Builds Your Business Now](https://lohfeldconsulting.com/blog/2025/06/strategic-investing-that-builds-business-fast/) - Just as savvy investors build wealth through calculated, consistent contributions, successful businesses grow by strategically funding and managing their bid and proposal pipeline. In this blog, we’ll explore strategic investing and how to align your budget with your growth goals, invest wisely in the right mix of bids, and stretch your dollars for the highest - [The Proficiency Path: How to Excel When Writing an OTA Response](https://lohfeldconsulting.com/blog/2025/06/the-proficiency-path-how-to-excel-when-writing-an-ota-response/) - Learn how to write an OTA response by first prioritizing criteria that emphasize your technical innovations and your potential for success. - [How to Produce Pre-RFP Documents for the Win](https://lohfeldconsulting.com/blog/2025/06/how-to-produce-pre-rfp-documents-for-the-win/) - Use pre-RFP documents, including SSNs, RFIs, capability statements, white papers, presentations, and demos to influence the customer to favor your solution. - [Start a Beautiful Partnership with a White Paper](https://lohfeldconsulting.com/blog/2025/06/start-a-beautiful-partnership-with-a-white-paper/) - White papers are a cornerstone and a perfect medium to foster a trusting and respected relationship with a busy Federal government customer. - [How to Survive and Thrive Under FAR Part 10 Changes](https://lohfeldconsulting.com/blog/2025/06/how-the-revolutionary-far-overhaul-rfo-modifies-far-part-10-market-research-and-what-it-means-for-your-business-development-team/) - FAR Part 10 changes: (1) promote the acquisition of commercial products and services and (2) move toward the delegated acquiring agency judgment and authority - [No Margin for Error: How to Win SOFGSD Now](https://lohfeldconsulting.com/blog/2025/07/no-margin-for-error-how-to-win-sofgsd-now/) - How to prepare for the U.S. Special Operations Command’s (USSOCOM) Special Operations Forces Global Services Delivery (SOFGSD) IDIQ now. - [How to Master the OASIS+ On-Ramp Now](https://lohfeldconsulting.com/blog/2025/07/oasis-power-play-how-to-master-the-on-ramp-advantage/) - Learn key strategies to prepare your company for the upcoming OASIS+ On-Ramp and enhance your bid competitiveness. Contact Lohfeld Consulting for OASIS+ help. - [How to Overcome Threats to Pipeline Disruption](https://lohfeldconsulting.com/blog/2025/07/pipeline-disruption-overcoming-2025s-top-threats/) - Learn how to overcome threats to pipeline disruption, as Federal contractors face delays in RFP releases, weak intelligence, and a lack of BD/capture resources. - [Lohfeld Consulting Group and Shipley Associates announce new strategic partnership!](https://lohfeldconsulting.com/blog/2025/02/lohfeld-consulting-group-and-shipley-associates-announce-new-strategic-partnership/) - FOR IMMEDIATE RELEASE February 3, 2025 Shipley Associates, a global leader in business development training and proposal consulting, and Lohfeld Consulting Group, a premier provider of capture and proposal management and training services, are proud to announce a new strategic partnership following a growth-oriented investment by private equity firms Petra Capital Partners and Patriot Capital. - [Master Capture Management for Ultimate Victory Now](https://lohfeldconsulting.com/blog/2025/01/master-capture-management-for-ultimate-victory-now/) - Capture management is the pivotal first step toward securing a contract win. It’s not just about identifying opportunities; it’s about strategically aligning your resources, building strong relationships with decision-makers, and crafting a tactical capture plan. Capture management is the linchpin connecting business development efforts to successful proposals and ensuring your company has the foundation to - [The Ultimate Guide to Innovative Other Transaction Authority (OTA)](https://lohfeldconsulting.com/blog/2025/05/the-ultimate-guide-to-innovative-other-transaction-authority-ota/) - In the world of government contracting, speed often clashes with red tape. Enter the Other Transaction Authority (OTA). Imagine a system where fresh ideas meet swift action and new startups and tech leaders join forces with defense and security teams without the usual contractual headaches—this is the future of government partnerships. Whether you are new - [How to Use GenAI to Move Proposals from Good to Great  ](https://lohfeldconsulting.com/blog/2025/05/how-to-use-genai-to-move-proposals-from-good-to-great/) - GenAI is a powerful yet underappreciated tool for helping proposal teams go from writing "good" to "great" proposals. - [How to Seize the Moment: CISA's $18B Cyber Challenge](https://lohfeldconsulting.com/blog/2025/05/how-to-seize-the-moment-cisas-18b-cyber-challenge/) - The Department of Homeland Security’s Cybersecurity and Infrastructure Security Agency (CISA) is preparing to release an Indefinite Delivery Indefinite Quantity (IDIQ) contract for cybersecurity products and services this summer. The General Services Administration (GSA) Federal Acquisition Service (FAS) Assisted Acquisition Services (AAS) is assisting CISA with the procurement. It released a request for information (RFI) - [How capture and proposal innovations can make a difference](https://lohfeldconsulting.com/blog/2014/12/capture-and-proposal-innovations-the-year-that-was-and-the-year-ahead/) - We share innovations for 2015—ones that are desirable to customers and viable given market developments—to boost successful outcomes for capture and proposal professionals. - [How to Win the $927M DISA ModEL BPA](https://lohfeldconsulting.com/blog/2025/04/tips-for-winning-the-927m-disa-model-bpa/) - If you’re a General Services Administration (GSA) Multiple Award Schedule (MAS) contract holder looking for an opportunity to work with other expert companies to provide services and grow your business, the search is over! The Defense Information Systems Agency (DISA) Modernization, Engineering, Lifecycle Refresh (ModEL) Blanket Purchase Agreement (BPA) is a hidden treasure amongst upcoming - [How to Use GenAI to Quickly Mine CPARS Reports](https://lohfeldconsulting.com/blog/2025/04/how-to-use-genai-to-quickly-mine-cpars-reports/) - Contractor Performance Assessment Reporting System (CPARS) reports are more than performance records; they’re the government’s unfiltered opinion of your past work. These reports shape how government proposal evaluators view your credibility, capability, and value in every bid. Winning capture managers create a strategic advantage by mining their CPARS for data and insights to sharpen company - [How to Adapt Your Proposal Strategy for Executive Order Disruption](https://lohfeldconsulting.com/blog/2025/04/how-to-adapt-your-proposal-strategy-for-executive-order-disruption/) - In 2025, the President’s Executive Orders (EOs) sent shockwaves through the federal procurement landscape. These EOs are not incremental policy adjustments; they represent a hard reset. With mandates to streamline acquisitions, reduce regulatory burdens, prioritize commercial solutions, and reevaluate long-standing diversity and compliance policies, these directives transform how the government buys and how industry must - [Time Traps: Breaking Free from Proposal Gridlock](https://lohfeldconsulting.com/blog/2025/04/time-traps-breaking-free-from-proposal-gridlock/) - If you've ever watched your proposal timeline unravel like a spool of loose thread, you're not alone. In a recent LinkedIn poll, we asked bid and proposal professionals, “What delays your proposals the most?” The top culprit? Subject matter expert (SME) availability, which 34% of 574 respondents cited as their primary roadblock. Pricing delays came - [How to Show Your Strengths: U.S. Army TACOM FSS](https://lohfeldconsulting.com/blog/2025/04/how-to-show-your-strengths-u-s-army-tacom-fss/) - Do you have significant experience in Field Sustainment Support (FSS) activities for the Abrams vehicle platform? The U.S. Army Tank-automotive & Armaments Command (TACOM) seeks these services under a new single award Indefinite Delivery/Indefinite Quantity (IDIQ) contract with an undetermined value. The award is estimated to be announced in late 2025 or early 2016. - [How to Brace for Impact: DOD’s Bold Acquisition Overhaul](https://lohfeldconsulting.com/blog/2025/04/how-to-brace-for-impact-dods-bold-acquisition-overhaul/) - On April 9, 2025, the President signed a sweeping Executive Order (EO) titled “Modernizing Defense Acquisitions and Spurring Innovation in the Defense Industrial Base.” This directive is more than a policy tweak—it’s a shift in how the Department of Defense (DOD) acquires technology, engages contractors, and delivers warfighting capability. Here's what you should know if - [How to Thrive in GovCon Using These Bid Paradigm Shifts](https://lohfeldconsulting.com/blog/2025/04/how-to-thrive-in-govcon-using-these-bid-paradigm-shifts/) - Today’s GovCon capture and proposal management requires a paradigm shift as the Department of Government Efficiency (DOGE) eliminates contracts, calls for cost reductions, and postpones bids. The new reality requires GovCon’s capture and proposal managers to move towards more agile, disciplined operations emphasizing efficiency, cost reduction, and strategic thinking. This blog examines daily, weekly, monthly, - [How to Make Every Government Debrief Count](https://lohfeldconsulting.com/blog/2025/04/how-to-make-every-government-debrief-count/) - You spent weeks, or maybe months, chasing a must-win opportunity. Now, the verdict is in. Whether you won or lost, your first instinct might be to move on quickly—but not so fast; government debriefs are one of the most unused yet powerful tools in your capture and proposal arsenal. Handled correctly, a debrief gives you - [Breakthrough Strategies to Win AETC’s $4B BOS MAC](https://lohfeldconsulting.com/blog/2025/04/breakthrough-strategies-to-win-aetcs-4b-bos-mac/) - The Air Education Training Command’s (AETC) Base Operations Support (BOS) Multiple Award Contract (MAC) released a new draft request for proposal (DRFP) on April 1, 2025, and other pre-RFP documents, including the long-awaited instructions and evaluation criteria, on March 31, 2025. Table 1 presents basic identification information about the bid. Table 1: AETC BOS MAC - [Secure Your EPASS Victory: Preparing a Quality Response](https://lohfeldconsulting.com/blog/2025/04/secure-your-epass-victory-preparing-a-quality-response/) - The Engineering Professional and Administrative Support Services (EPASS) program is designed to enhance acquisition, engineering, finance, security, and administrative support for the Air Force Life Cycle Management Center (AFLCMC). This contract primarily aims to improve program management for activities related to aircraft. Offerors are required to submit self-scored work samples as part of the technical - [Survival Mode: Winning in DOGE’s Ruthless New Era](https://lohfeldconsulting.com/blog/2025/03/survival-mode-winning-in-doges-ruthless-new-era/) - Government contractors and grant recipients are experiencing a seismic shift as the Department of Government Efficiency (DOGE) continues to cut government spending and eliminate government contracts. As of March 18, 2025, DOGE claims it has saved $115B in government spending by eliminating 5,356 contracts, 7,488 grants, and 793 leases. According to DOGE's website, the General - [How to Win ASTRA: High Stakes and Higher Standards](https://lohfeldconsulting.com/blog/2025/04/how-to-win-astra-high-stakes-and-higher-standards/) - The Advisory Support and Technical Requirement Administration (ASTRA) bid provides the National Air and Space Intelligence Center (NASIC) with Advisory and Assistance Services (A&AS) to accomplish its air, space/counterspace, cyberspace, forces, and missile intelligence missions. Table 1 highlights the bid’s details. Table 1: ASTRA At-a-Glance Pre-Request for Proposal (RFP) Documents Summary NASIC has actively communicated - [Victory Against the Odds: GWAC Survival Tactics](https://lohfeldconsulting.com/blog/2024/08/victory-against-the-odds-gwac-survival-tactics/) - Winning a government-wide acquisition contract (GWAC) sets agencies and their contractors up for long-term success by giving them an easy and cost-effective method to compete with their requirements and contractors' long-term and predictable revenue streams for task order work. However, winning a GWAC is often time-consuming and challenging. Frequent amendments, delays, and protests require contractors - [APMP Foundation Exam: How to Prepare and Pass](https://lohfeldconsulting.com/blog/2025/03/apmp-foundation-exam-how-to-prepare-and-pass/) - I recently took and passed the APMP Foundation Certification Exam (Version 4) and wanted to share the lessons I learned to help others study and succeed. As an APMP Foundation class instructor since 2011, I was already familiar with the APMP Body of Knowledge and test-taking best practices. However, I found this test challenging and - [Conquer WSMR MSS – How to Master Your Proposal Strategy Now](https://lohfeldconsulting.com/blog/2025/03/conquer-wsmr-mss-how-to-master-your-proposal-strategy-now/) - On March 3, 2025, the U.S. Army provided the Industry Day Q&As and an updated Performance Work Statement (PWS) for the upcoming White Sands Missile Range (WSMR) Mission Support Services (MSS) request for proposal (RFP). Empower your team by exploring the information herein, which provides a review of requirements and advice for offerors. At a - [How to Tap State & Local Government Grants Like a Pro](https://lohfeldconsulting.com/blog/2025/03/innovative-thinking-quality-opportunities-in-state-and-local-grants/) - Since federal grants are becoming harder to obtain, consider applying for state and local grants to secure funding. Many state and local grants offer funding in technology, research, innovation, and science that support federal priorities. Pursuing state and local grants offers multiple advantages: Alternative funding sources to sustain projects Diversified funding, reducing federal reliance Potentially - [Recompete Wars: How to Stay Indispensable to Customers](https://lohfeldconsulting.com/blog/2025/03/recompete-wars-how-to-stay-indispensable-to-customers/) - Every year, about 20% of a company’s contracts must be recompeted, making recompetes a critical part of maintaining and growing your government business. However, winning a recompete isn’t just about submitting another proposal—it’s about proving your long-term value and staying ahead of the competition. So, what’s the biggest factor in helping to win a recompete? - [TMAS 3 Survival Guide: Maximize Your Win Strategy Now](https://lohfeldconsulting.com/blog/2025/03/tmas-3-survival-guide-maximize-your-win-strategy-now/) - The Air Force Materiel Command’s Test Center Technical and Management Advisory Services (TMAS 3) contract is the ultimate opportunity for small businesses with engineering and non-engineering capabilities to support the Air Force Test Center. This OASIS small business set-aside will have a one-year base period plus four one-year options. The draft is expected to be - [The Proposal Efficiency Breakthrough You Need Now](https://lohfeldconsulting.com/blog/2025/02/the-proposal-efficiency-breakthrough-you-need-now/) - What’s the greatest way to improve proposal writing efficiency? That’s the question we recently posed to over 300 bid and proposal professionals. Their responses might surprise you—or reinforce what you’ve long suspected. The overwhelming majority, 57%, agreed that planning the content first is the most effective way to increase efficiency. In contrast, 26% emphasized the - [Pinpoint Your Proposal Review Focus for Winning Results](https://lohfeldconsulting.com/blog/2025/02/pinpoint-your-proposal-review-focus-for-winning-results/) - Proposal reviews are a cornerstone of crafting winning proposals. They offer a systematic way to catch mistakes and refine your message before it reaches the client. Proposal reviews help detect errors early, improve clarity and persuasion, provide new perspectives, and ensure the proposal is clear, compelling, and aligned with the win strategy. Companies often benefit - [CMMARS Revealed: Master the Bid, Secure the Win Now](https://lohfeldconsulting.com/blog/2025/02/cmmars-revealed-master-the-bid-secure-the-win-now/) - The Contracted Maintenance, Modification, Aircrew, and Related Services (CMMARS) contract represents a major opportunity for companies specializing in aviation maintenance and support. With a solicitation expected in February 2025 and an award projected for March 2026, this IDIQ contract will have a 5-year base period plus five 1-year options and will play a critical role - [How to Master Post-Freeze Grants: A Survival Guide](https://lohfeldconsulting.com/blog/2025/02/how-to-master-post-freeze-grants-a-survival-guide/) - With the lifting of the federal funding freeze on grants, agencies are gradually resuming their operations, each navigating the transition in innovative ways. For grant recipients and applicants, staying informed about these changes is crucial. Here are some actions you can take to ensure you’re ready for whatever comes. Talk to Your Federal Grant Officers - [From Layoff to Breakthrough: Seize Your Next Big Win](https://lohfeldconsulting.com/blog/2025/02/from-layoff-to-breakthrough-seize-your-next-big-win/) - Experiencing a layoff is an unwelcome and often shocking event for many professionals. Whether driven by shifting market conditions, a lost contract, or a change in company leadership, being laid off can feel like a setback. Some employees receive advance notice or buyouts, such as those offered through the government’s Office of Personnel Management (OPM). - [Army MAPS Updates: What You Need to Know Now](https://lohfeldconsulting.com/blog/2025/02/army-maps-updates-what-you-need-to-know-now/) - On February 7, the Army released the Marketplace for the Acquisition of Professional Services (MAPS) third draft request for proposal (RFP), which included six amendments, updated Sections L and M, and an updated timeline. The new timeline provided the following milestones: February 14, 2025: Submit comments via the feedback form April 29, 2025: RFP release - [Win Big in Bioenergy: Secure the Systems Biology Grant](https://lohfeldconsulting.com/blog/2025/02/win-big-in-bioenergy-secure-the-systems-biology-grant/) - Are you interested in contributing to the future of sustainable energy? The Systems Biology Research to Advance Bioenergy Crop Production grant supports the development of cost-effective biofuels and bioproducts that reduce the environmental impact of energy production. Using genomics-driven tools and systems biology approaches, researchers will map the complex networks and molecular mechanisms of bioenergy - [Proven Strategies to Build Relationships with Grant Officers](https://lohfeldconsulting.com/blog/2025/01/proven-strategies-to-build-relationships-with-grant-officers/) - In the competitive world of grant funding, establishing relationships with grant officers is a key strategy for success. These connections can help your organization secure funding and achieve growth. Effective engagement involves more than just networking; it requires clear communication and strategic interaction to establish a lasting relationship. Introduction Establishing a solid rapport with grant - [My favorite assistant is an AI Assistant](https://lohfeldconsulting.com/blog/2025/01/how-ai-assistants-can-improve-your-proposal-quality-results/) - Published on WashingtonTechnology.com January 29, 2025 Background I teach a class on generative artificial intelligence (aka GenAI) at Lohfeld Consulting that teaches professionals how to use AI to prepare high-quality proposals. We train our students on the Awarded.AI GenAI tool from Procurement Sciences. Recently Procurement Sciences introduced me to their AI assistant feature. It completely - [2025 Bid & Proposal Hiring Trends You Need to Know Now](https://lohfeldconsulting.com/blog/2025/01/2025-bid-proposal-hiring-trends-you-need-to-know-now/) - In 2025, the race to secure top talent for bids and proposals has intensified, with emerging trends redefining what it takes to build high-performing teams. As the demand for skilled capture managers, proposal managers, and proposal writers grows, this guide explores the latest hiring requirements for these critical roles to help you find top talent—or - [How Global Events Shape Grant Funding: The Paradigm Shift](https://lohfeldconsulting.com/blog/2025/01/how-global-events-shape-grant-funding-the-paradigm-shift/) - In today's interconnected world, grant funding is profoundly affected by global events like pandemics and economic shifts. Understanding these impacts and how they shape grant funding is crucial for organizations wanting to secure financial support and achieve growth. Pandemics and Health Crises Pandemics such as COVID-19 have shifted grant funding towards health initiatives, focusing on - [How to Navigate Proposal Turmoil After Trump’s Onsite Work Order](https://lohfeldconsulting.com/blog/2025/01/how-to-navigate-proposal-turmoil-after-trumps-onsite-work-order/) - In a decisive move to reshape federal operations, President Donald Trump has signed an executive mandate requiring federal employees to return to full-time, in-office work. The Return to In-Person Work mandate, dated January 20, 2025, states: “Heads of all departments and agencies in the executive branch of Government shall, as soon as practicable, take all - [AETC BOS: Create a Strong Proposal for Base Operations](https://lohfeldconsulting.com/blog/2025/01/aetc-bos-create-a-strong-proposal-for-base-operations/) - The Air Education Training Command’s (AETC) Base Operations Support (BOS) Multiple Award Contract (MAC) bid represents a significant opportunity to deliver base operations support across multiple Air Force bases. With a projected value of $4B, this IDIQ contract covers essential services such as transient aircraft maintenance, installation management, and emergency services. The draft Performance Work - [Achieving Success in ODOS IV: Expert Tips and Insights](https://lohfeldconsulting.com/blog/2025/01/achieving-success-in-odos-iv-expert-tips-and-insights/) - Outcome-based Delivery and DevSecOps Services (ODOS) IV will enhance the digital capabilities of the United States Citizenship and Immigration Services (USCIS) by streamlining operations and improving the effectiveness of case processing, tracking, and adjudication. ODOS IV aims to provide USCIS with advanced DevSecOps and User Experience Design (UXD)/Interaction Design (IxD) services to support the development, - [Army MAPS Bid: What You Need to Know Now](https://lohfeldconsulting.com/blog/2025/01/army-maps-industry-day-what-you-need-to-know-now-2/) - The Army conducted an industry day on Friday, November 8, for the Marketplace for the Acquisition of Professional Services (MAPS) procurement. The event's purpose was to summarize the MAPS objectives, scope, and timeline, review Sections L and M, host a live Q&A session, and conduct one-on-one meetings to solicit feedback on the procurement. Since then, - [From Grant to Greatness - Expert Tips for Ensuring Project Victory](https://lohfeldconsulting.com/blog/2025/01/complex-technology-grants-from-grant-to-greatness-expert-tips-for-ensuring-project-victory/) - Achieving victory in the post-grant phase requires a clear vision and a commitment to continuous improvement. By embracing these expert strategies, your organization can achieve ultimate victory in the post-grant phase, ensuring a legacy of success and innovation. Strategic Alignment and Project Evolution Once a grant is awarded, it is essential to reassess the project's - [SEWP VI Industry Day: What You Need to Know Now](https://lohfeldconsulting.com/blog/2025/01/sewp-vi-industry-day-what-you-need-to-know-now/) - On November 6, the National Aeronautics and Space Administration (NASA) conducted the Solutions for Enterprise-Wide Procurement (SEWP) VI Industry Day, led by Joanne Woytek and Andrea Ross, who offered valuable guidance for potential SEWP VI contractors. Key Takeaways from Industry Day The SEWP team has received an unprecedented volume of questions and is doing its - [Industry pressure forces NASA to press pause on SEWP VI](https://lohfeldconsulting.com/blog/2025/01/industry-pressure-forces-nasa-to-press-pause-on-sewp-vi/) - On November 6, the National Aeronautics and Space Administration (NASA) conducted the Solutions for Enterprise-Wide Procurement (SEWP) VI Industry Day, led by Joanne Woytek and Andrea Ross, who offered valuable guidance for potential SEWP VI contractors. Key Takeaways from Industry Day The SEWP team has received an unprecedented volume of questions and is doing its - [Mastering Subcontractor Chaos: Delivering on Time and Quality](https://lohfeldconsulting.com/blog/2025/01/mastering-subcontractor-chaos-delivering-on-time-and-quality/) - Working with a single subcontractor on a proposal is manageable, but handling ten or more—each with its own timeline, style, and process? It can feel like herding cats. When subcontractors each have a piece of your winning puzzle, keeping them aligned, on schedule, and delivering high-quality content is paramount. So, what’s the best way to - [COMPLEX TECHNOLOGY GRANTS: Understanding NIST Grants - A Guide for Applicants](https://lohfeldconsulting.com/blog/2024/10/complex-technology-grants-understanding-nist-grants-a-guide-for-applicants/) - The National Institute of Standards and Technology (NIST) is a key player in promoting innovation and industrial competitiveness in the United States. Through its grant programs, NIST supports research and development in various fields, including technology, manufacturing, and cybersecurity. Here’s an overview of how NIST grants work, guiding potential applicants through the process. What is - [COMPLEX TECHNOLOGY GRANTS SERVICES - OPPORTUNITY HIGHLIGHT: Semiconductor Packaging Research](https://lohfeldconsulting.com/blog/2024/09/grant-services-opportunity-highlight-semiconductor-packaging-research/) - Overview: On July 9, 2024, the Department of Commerce announced a new funding opportunity to support research and development (R&D) in semiconductor advanced packaging. This initiative, part of the CHIPS (Creating Helpful Incentives to Produce Semiconductors) for America program, aims to boost domestic capabilities in this field with up to $1.6B in funding. Key Areas of - [COMPLEX TECHNOLOGY GRANTS: $1.6B CHIPS NOFO Released - What You Need to Know Now](https://lohfeldconsulting.com/blog/2024/10/complex-technology-grants-1-6b-chips-nofo-released-what-you-need-to-know-now/) - The second notice of funding opportunity (NOFO) in the CHIPS National Advanced Packaging Manufacturing Program (NAPMP) was released on October 18, 2024, and it’s a $1.6B behemoth. Additional details (and Q&A) were provided at this week’s Proposers’ Day event. Including the $300M NOFO #1 ('Materials & Substrates')—plus a reserve fund for prototyping—brings the NAPMP total to nearly - [How to Master MAPS and Secure This $50B Bid](https://lohfeldconsulting.com/blog/2024/11/how-to-master-maps-and-secure-this-50b-bid/) - The U.S. federal procurement landscape is about to see significant growth with the upcoming Marketplace for the Acquisition of Professional Services (MAPS), estimated at an impressive $50B. With the Army Materiel Command’s (AMC) Communications-Electronics Command (CECOM) leading this initiative, this opportunity focuses on a broad range of professional services that are central to Command, Control, - [Secure Proposal Success with Three Powerful Reviews](https://lohfeldconsulting.com/blog/2025/01/secure-proposal-success-with-three-powerful-reviews/) - Three powerful proposal reviews—the year-end lessons learned review, the proposal post-mortem review, and the independent proposal review—can transform your win rate and improve operations. I don't know about you, but I always learn far more from my failures than from my successes. So, by implementing these three review techniques, you can gain insights into your - [Increase Your Grant Funding with Expert Advice](https://lohfeldconsulting.com/blog/2025/01/complex-technology-grants-increase-your-grant-funding-with-expert-advice/) - In the competitive landscape of grant pursuits, assembling a team of experts and subject matter experts (SMEs) can significantly enhance your chances of success. These individuals bring specialized knowledge, skills, and insights that can elevate your proposal and ensure that it aligns with both the grant's objectives and the funder's expectations. There are many ways - [Win Alliant 3 Now: Here is your Free Strategy and Tracking Tool!](https://lohfeldconsulting.com/blog/2024/11/win-alliant-3-now-here-is-your-free-strategy-and-tracking-tool-2/) - NOVEMBER 2024 UPDATE: The Alliant 3 competition just got more intense! With Amendment #3 released on November 8, Amendment #4 released on November 22, 2024, and Amendment #5 released on November 26, the General Services Administration (GSA) has introduced several changes: The due date is extended to February 3, 2025, at 4:00 PM ET. The - [Proposal Pros Now Reveal Their Top Career Priorities for 2025](https://lohfeldconsulting.com/blog/2025/01/proposal-pros-now-reveal-their-top-career-priorities-for-2025/) - As 2025 begins, bid and proposal professionals are redefining their career priorities to stay competitive. Lohfeld Consulting recently surveyed 372 professionals on LinkedIn to uncover their priorities for advancing their careers in the new year. The results reveal a significant shift: 50% of respondents are prioritizing proficiency in AI, GenAI, and technology—outpacing traditional career development - [Breakthrough Paradigms - How to Secure Victory with Quintessential Grant Insights](https://lohfeldconsulting.com/blog/2025/01/complex-technology-grants-breakthrough-paradigms-how-to-secure-victory-with-quintessential-grant-insights/) - In the competitive arena of grant acquisition, traditional proposal methods may no longer suffice. Explore how breakthrough paradigms can lead to victory in grant applications, offering quintessential insights that will empower you to stand out and secure the funding your project requires. What Are Breakthrough Paradigms? Breakthrough paradigms are revolutionary concepts and strategies that challenge - [How to Build Professional Skills in Proposal Management](https://lohfeldconsulting.com/blog/2011/03/how-to-build-professional-skills-in-proposal-management/) - Dear Proposal Doctor, I have been in proposals for five years and love the industry--- I am one of those anomalies that thrive on little sleep, junk food, and a drive to win! I am hungry to improve and learn as much as I can. Besides joining the Association of Proposal Management Professionals (APMP), what - [How to Understand the Customer's Objectives](https://lohfeldconsulting.com/blog/2011/03/ask-the-right-questions-to-understand-customer-objectives/) - Did you know the leading indicator for predicting whether you will be successful in a government bid is how well you understand the customer’s requirements and objectives? As a capture team leader, one of your first jobs is to understand and document your customer’s requirements and objectives. Requirements are the activities a company must do - [10 Reasons Why You Need Capture Management](https://lohfeldconsulting.com/blog/2011/03/ten-reasons-why-you-need-capture-management/) - When we examine why companies win or lose new business in the government market, the reasons are amazingly similar. Companies win more often when they focus on understanding customer requirements and objectives. They predictably lose more often when they don’t. Similarly, qualifying new business opportunities early in the business development life cycle results in better - [What do to when you are on a losing proposal](https://lohfeldconsulting.com/blog/2011/03/creating-an-optimal-path-for-a-losing-proposal/) - Dear Proposal Doctor: I am currently the proposal manager on what I believe to be a losing proposal. We have never met the customer and have no first hand insight to the customer’s requirements or hot buttons. Our technical architect has developed a solution that meets 75% of the customer’s requirements. My management is very - [5 Passing Grades You Need to Lead the Pack](https://lohfeldconsulting.com/blog/2011/03/five-passing-grades-you-need-to-lead-the-pack-2/) - Ever wonder why some companies appear to be the odds-on favorite to win a contract? A well-orchestrated, pre-request for proposals ritual goes on long before a procurement is released for bid. Company business development, technical and management professionals step up the frequency of visits to their customers to better understand customer objectives and to perfect - [How to Right-sizing Your Capture and Proposal Process](https://lohfeldconsulting.com/blog/2011/03/scaling-your-capture-and-proposal-management-processes-to-fit-your-company/) - Scaling Your Capture and Proposal Management Processes to Fit Your Company View more presentations from Lohfeld Consulting Group - [Pitfalls to avoid in a down market with budget cuts](https://lohfeldconsulting.com/blog/2011/05/pitfalls-to-avoid-in-a-down-market/) - With all the talk about budget cuts, we see some companies overreacting and altering their bidding strategies. Budget reduction numbers out of Congress indicate that 2011 spending will decline by $38 billion. According to Ray Bjorklund, senior vice president and chief knowledge officer at FedSources, the challenge is determining how many of those dollars are - [Audio Tip: How to avoid confusion and ensure consistency with color teams](https://lohfeldconsulting.com/blog/2011/05/color-team-reviews-core-reviewers/) - Alternative content Proposal development expert and APMP Fellow Beth Wingate offers a quick tip to help you avoid confusion, ensure consistency, and retain institutional knowledge in your color review teams. Color reviews help to ensure a compliant, compelling proposal response. I previously recommended four basic color reviews—Blue, Pink, Red, and Gold—for each non-pricing volume of - [I have never managed a proposal this big and complex](https://lohfeldconsulting.com/blog/2011/05/ask-the-proposal-doctor-the-big-chance/) - Dear Proposal Doctor, You must help. The senior proposal manager has gone on emergency medical leave, and the big and long-anticipated RFP is in my lap. This is hugely scary for me. I have never managed something this big and complex. So much is riding on a winning response—my heart is racing, and I am - [What do to if your win rate is hurting your business](https://lohfeldconsulting.com/blog/2011/05/why-your-win-rate-is-hurting-your-business/) - Win rates vary widely among companies, and we see them range from as low as 10 percent to as high as 80 percent based on a variety of factors, including companies that bid anything and everything to those that bid too conservatively. To assess how your win rate stacks up against your competition, take a - [How to promote compelling gate reviews and strategic discussions](https://lohfeldconsulting.com/blog/2011/06/from-gate-review-to-war-council-strategic-advance/) - A war council is held to decide on a course of action when matters of great importance must be decided, consensus must be reached, or when a leader is unsure of his position. In capture and proposal efforts, teams battle to gain insight into opportunities. Gate reviews should be treated as war councils that examine - [How to Apply Proposal Ghosting Techniques](https://lohfeldconsulting.com/blog/2011/06/ghosts-or-hobgoblins-proposal-ghosting-techniques/) - Sun Ze said, “You may advance and be absolutely irresistible, if you make for the enemy’s weak points.” In the proposal world, this means ghosting. Ghosting is an advanced proposal technique that we can use to influence buying decisions if we know our own strategy and have accurate information about the market, customer, and competition. - [Audio Tip: How to Build Effective Proposal Schedules](https://lohfeldconsulting.com/blog/2011/06/audio-tip-tips-for-building-effective-proposal-schedules/) - Alternative content This month, proposal development expert Beth Wingate, APMP Fellow, offers tips to help you build effective proposal schedules—whether you’re scheduling a month-long effort or a 5-day quick-turnaround task-order (TO) response. Develop proposal schedule templates that you keep in your “proposal toolbox” so you can quickly pull out, tweak, vet, and publish your proposal - [5 Predictions for the 2020 Government Contracting Market Explained](https://lohfeldconsulting.com/blog/2011/07/5-predictions-for-the-2020-market/) - Capture and proposal management, as a practice and a profession, continually changes. Recently, we asked leading professionals what changes they expect to see by 2020, and I think some of the predictions will surprise you. Here are some humorous as well as common-sense extensions of where we are today and what you might expect to - [Audio Tip: Three Keys to Creating Winning Proposals](https://lohfeldconsulting.com/blog/2011/07/audio-tip-three-keys-to-creating-winning-proposals/) - Alternative content This month, capture and proposal development expert and columnist for Washington Technology magazine, Bob Lohfeld, offers three keys for creating winning proposals. Creating winning proposals is not the same as writing a proposal. Anyone can write a proposal for government work, given enough time and resources. However, only one bidder writes the winning - [Brenda Crist and Wendy Frieman Named 2011 APMP Fellows](https://lohfeldconsulting.com/blog/2011/07/brenda-crist-and-wendy-frieman-named-2011-apmp-fellows/) - The Association of Proposal Management Professionals (APMP), the international association representing proposal, business development, and capture management professionals, announced that nine of its members, including Lohfeld Consulting Group's Brenda Crist and Wendy Frieman, were awarded the designation of APMP Fellow at the association’s recent Annual International Conference in Denver, CO. The APMP Fellows Award is - [Brenda Crist Awarded APMP's Steven S. Myers Award](https://lohfeldconsulting.com/blog/2011/07/brenda-crist-awarded-apmps-steven-s-myers-award/) - At a Keynote luncheon on June 1, 2011 before more than 600 of her peers at the Association of Proposal Management Professionals (APMP) International Conference & Exhibits in Denver, CO, APMP awarded Lohfeld Consulting Group's Brenda Crist the Steven S. Myers Award as the 2011 APMP Chapter Chair of the Year. Brenda was also named - [Audio Tip: How to Respond to Fast-turnaround Proposals](https://lohfeldconsulting.com/blog/2011/07/audio-tip-best-practices-for-responding-to-fast-turnaround-proposals/) - Alternative content Beth Wingate, APMP Fellow, shares her insights into responding to fast-turnaround proposals—without giving up your sanity or your weekends. Many of us in working in the Federal Government arena know that fast-turnaround proposals are a fact of life—especially with today’s emphasis on GWACs and task-order-based contracting, and of course towards the end of - [How to Increase Your Company’s Win Rate in 7 Steps](https://lohfeldconsulting.com/blog/2011/09/how-to-increase-your-companys-win-rate-in-7-proven-steps/) - The 7 steps to raise your win rate will make you better prepared to compete at the highest competitive levels, improve your capture and proposal game, and plan and reduce the workload needed to create winning proposals. Bob Lohfeld shows you how to assess your company’s ability to compete and make real recommendations to increase - [7 tips for crafting a dominant executive summary](https://lohfeldconsulting.com/blog/2011/09/7-tips-for-crafting-a-dominant-proposal-summary/) - Not all requests for proposals (RFP) call for an Executive Summary, and when proposals must have limited pages, it might be best to skip an Executive Summary. But for large proposals or RFPs that ask for an Executive Summary, here are seven steps to creating an effective one. 1. Decide when to write. I’m in - [Using Best Practices to Build Your Production Battle Plan](https://lohfeldconsulting.com/blog/2011/06/using-best-practices-to-build-your-production-battle-plan/) - Contractors fight many battles during the war to win business with the government, from capture management and solutioning to finding key personnel. You can win all of these battles but still lose the war if you do not succeed on the final task—producing and delivering the bid! Briana Coleman provides sound guidance for developing your - [What The Art of War teaches us about risk management](https://lohfeldconsulting.com/blog/2011/06/risk-and-response/) - If you read between the lines of Sun Tzu’s classic The Art of War, you will find much of the book is dedicated to risk identification and mitigation. Sun Tzu explains “Now the general who wins a battle makes many calculations in his temple before the battle is fought. The general who loses a battle - [6 ways your proposal can fail - and how to avoid them](https://lohfeldconsulting.com/blog/2011/10/6-ways-your-proposal-can-fail-and-how-to-avoid-them/) - I received a call from a mid-sized large business that had submitted a proposal for IT services and had just learned their proposal did not make competitive range. They were irate and wanted to protest, alleging that the government had not fairly evaluated their proposal. They had hired a proposal consultant, spent lots of money - [How to tame Red Team madness now](https://lohfeldconsulting.com/blog/2011/09/stick-to-your-knitting/) - Dear Proposal Doctor, We are a little more than halfway through the response time for a big, must-win bid. Red team madness is approaching. Big gaps exist. We have not road-tested the solution, and we are still missing resumes for people badly needed for us to be credible for this job. Two partners have yet - [Ask the Proposal Doctor - Waiting by the phone for the SME](https://lohfeldconsulting.com/blog/2011/10/ask-the-proposal-doctor-waiting-by-the-phone/) - Dear Proposal Doctor, One subject matter expert (SME) in my company has the bulk of the information we need for the technical proposal. It is all in his head. This person is very busy with clients all day and keeps telling me that he will write the sections assigned to him at night—and that he - [Audio Tip: How to review a Federal Government RFP](https://lohfeldconsulting.com/blog/2011/10/audio-tip-how-to-review-a-federal-government-rfp/) - Alternative content Proposal development expert Beth Wingate, APMP Fellow, offers tips for reviewing Federal Government RFPs (solicitations). Reviewing a Federal Government solicitation combines both a strict process and creativity. Draft RFP When I’m lucky enough to receive a draft RFP, I follow a standard process—reading the solicitation, evaluating the requirements, creating my outline and requirements/compliance - [Ask the Proposal Doctor: How to write technical volumes more efficiently](https://lohfeldconsulting.com/blog/2011/11/ask-the-proposal-doctor-how-to-write-technical-volumes-more-efficiently/) - Dear Proposal Doctor, I work for a small business, and all our engineers work on a customer site while our BD/Proposal staff work at our office (which is in another state). This makes writing the technical volume really difficult because we can’t get our engineers on site to write. We end up having to travel a lot, which disrupts - [Audio Tip: How to position to win a bid](https://lohfeldconsulting.com/blog/2011/09/audio-tip-positioning-to-win/) - Alternative content This month, capture and proposal development expert and columnist for Washington Technology magazine, Bob Lohfeld, offers tips for positioning your company effectively by asking the right questions. Ever wonder why some companies appear to be the odds-on favorite to win a contract? is one of the fundamental steps in capture management. A well-orchestrated, - [How to create your proposal outline and compliance matrix](https://lohfeldconsulting.com/blog/2011/11/audio-tip-creating-your-proposal-outline-and-compliance-matrix/) - Alternative content This month, proposal development expert Beth Wingate, APMP Fellow (aka AppMaven), offers insights and tips for developing your proposal outline and compliance matrix. I attended a roundtable presentation given by the Association of Proposal Management Professionals’ (APMP) National Capital Area (NCA) Chapter where three government contracting officers agreed with my assessment that you - [Four fundamentals for creating winning proposals](https://lohfeldconsulting.com/blog/2011/11/how-bad-are-your-proposals/) - In last month’s column, 6 ways your proposal can fail, I wrote about a company that submitted a less-than-professional proposal and wondered how pervasive this problem really is. After all, as professional proposal managers, how bad can our proposals really be? All professional proposal managers strive to make every proposal compliant, responsive, and compelling, yet - [The Proposal Dentist Explains How to Extract a Technical Approach from SMEs](https://lohfeldconsulting.com/blog/2011/11/the-proposal-dentist-extracting-a-technical-approach-from-the-technical-experts/) - by Brooke Crouter (This article appeared in the Fall 2011 edition of APMP-NCA’s Executive Summary eZine.) As budgets shrink, there will be fewer new contracts in the government market. With fewer deals, firms that compete for federal business will need to write sharper proposals to win their share of work. It is imperative that our - [Beth Wingate is elected APMP COO for 2012](https://lohfeldconsulting.com/blog/2011/12/beth-wingate-elected-2012-apmp-coo/) - New APMP Board Members Announced (Washington, DC) — December 6, 2011 — The Association of Proposal Management Professionals (APMP®), the worldwide authority for professionals dedicated to the process of winning business through proposals, bids, tenders, and presentations, today announced its new 2012 Board of Directors from its recently concluded 2011 elections. Elections were held for the - [Proposal Doctor: Stop the madness](https://lohfeldconsulting.com/blog/2011/12/proposal-doctor-stop-the-madness/) - Dear Proposal Doctor, The company I work for is bidding on a large government contract, and the proposal is a huge undertaking. My team consists of more than 50 people, and my MS Project schedule has hundreds of lines. It’s a challenge, which is to be expected. I was excited and optimistic when we started, - [How to raise your win rate by 20%](https://lohfeldconsulting.com/blog/2012/01/how-to-raise-your-win-rate-by-20/) - All executives want to increase their win rate. If you could raise your company’s overall win rate by 20%, the payoff in additional revenue, earnings, and shareholder value could be huge. Company revenues would increase, earnings would increase by the marginal profit rate on the new revenue, and shareholder value would increase proportionally to your increase - [How to write past performance that increases your proposal score](https://lohfeldconsulting.com/blog/2012/02/3-tips-to-maximize-past-performance/) - Almost every proposal you write has a requirement for information on past performance. The government uses this information to evaluate how well your company has performed on similar programs and expects your past performance to be a predictor of how well you will perform on the program you’re currently bidding. Because past performance can be - [Lohfeld Team's List of Favorite Business, Proposal, and Design Books](https://lohfeldconsulting.com/blog/2012/02/lohfeld-team-favorite-business-proposal-books/) - Beth Wingate's favorite business, proposal, and design books. See part 2 of post for Lohfeld Consulting Group team's favorite capture, proposal, and design-related books - [How to define roles and responsibilities now](https://lohfeldconsulting.com/blog/2012/02/stepping-on-toes/) - Dear Proposal Doctor, Despite a kick off meeting at which we discussed roles and responsibilities, everyone on this proposal seems to be stepping on everyone’s toes. The coordinator keeps trying to do my job; the capture manager is trying to be the solution architect; the contracts representative is getting way too involved in pricing. We - [Pounded by Pricing](https://lohfeldconsulting.com/blog/2012/02/pounded-by-pricing/) - Dear Proposal Doctor, Please help. I am mid-way through a large and important government bid. The two or three people who have all the knowledge we need to document the solution are in pricing meetings that go on for hours, and by the time they start working on the non-price aspects of the proposal, they - [Top 10 Favorite Business/Proposal Development-related Books](https://lohfeldconsulting.com/blog/2012/02/top-10-favorite-businessproposal-development-related-books/) - Lohfeld Consulting Group team's favorite capture management, proposal development, and design-related books - [How to Qualify Business Opportunities that Increase Your Win Rate](https://lohfeldconsulting.com/blog/2012/02/4-major-elements-of-qualified-business-opportunities-2/) - 4 major elements comprise a client, activity, or program with sufficient funding and intent to purchase a service/product/solution we are positioned to provide. - [Seven Strategies and Tactics that Raise Your Win Rate](https://lohfeldconsulting.com/blog/2012/03/improving-win-rates-strategies-and-tactics-to-raise-your-success/) - Did you know your company can raise its win probability by 20% on each and every bid that it submits by following 7 proven steps? Imagine how much additional revenue your firm could generate if you could increase your win rate by 20% -- and imagine how much you could grow your business with the - [Top 5 reasons to gather info about business opportunities](https://lohfeldconsulting.com/blog/2012/03/top-5-reasons-to-gather-info-about-business-opportunities-and-what-to-gather/) - We need to stay ahead of our competition in all aspects of discovering information about and preparing for any targeted procurement - [How to Vote Your Color Team Reviewers Off the Island](https://lohfeldconsulting.com/blog/2012/03/top-10-reasons-to-vote-your-color-team-reviewers-off-the-island/) - Color team reviews cost effectively improve proposals by providing comprehensive proposal strategy, solution, compliance, responsiveness, and value review. - [Back to basics – spring cleaning](https://lohfeldconsulting.com/blog/2012/03/back-to-basics-spring-cleaning/) - What work and personal development projects do you want to accomplish this year? Spring is a perfect time to assess your progress and tune yourself up. - [7 Reasons to meet the client before RFP release](https://lohfeldconsulting.com/blog/2012/03/7-reasons-to-meet-the-client-before-rfp-release/) - Your goal is to be the best-informed competitor because we all understand that as Bob Lohfeld succinctly puts it, “Best informed wins.” - [How to avoid a contract protest](https://lohfeldconsulting.com/blog/2012/03/how-to-avoid-a-contract-protest/) - Are protests destined to become just one more milestone in the federal procurement process? Recent evidence might suggest so. Notably, the protested award to Lockheed Martin for the U.S. Antarctic Research program in the South Pole and the Hawker Beechcraft protest of the award of the new light attack aircraft trainer are recent examples. In - [7 Proven factors to raise your company's win rate (survey results)](https://lohfeldconsulting.com/blog/2012/03/7-proven-factors-to-raise-your-companys-win-rate-survey-results/) - These survey results (7 Proven Factors to Raise You Company's Win Rate (Survey Results) March 2012-Lohfeld Consulting Group) show how proposal managers from 36 companies rated their individual company’s performance in the 28 factors that we use to predict a company’s overall win rate. You can see from the survey that there is room for - [6 Early-stage proposal products to identify and develop](https://lohfeldconsulting.com/blog/2012/03/6-early-stage-proposal-products-to-identify-and-develop/) - Keeping a proposal team on a winning track means getting an early start and preparing proposal products early during the Pre-proposal Preparation Phase - [How to energize your kick-off meeting with 12 items](https://lohfeldconsulting.com/blog/2012/04/12-required-kick-off-meeting-elements/) - Design all aspects of your kick-off meeting to motivate your team, communicate your proposal plan, and set the overall tone for proposal operations. - [10 Topics to include in your kick-off meeting agenda](https://lohfeldconsulting.com/blog/2012/04/10-topics-to-include-in-your-kick-off-meeting-agenda/) - Kick-off meeting planning involves identifying location, handling logistics, designing agenda, preparing distribution materials, and inviting right people. - [Insights on Low Price, Technically Acceptable, Low Price (LPTA) procurements](https://lohfeldconsulting.com/blog/2012/04/insights-on-technically-acceptable-low-price-talp-procurements/) - As government moves into an era of tighter budgets, we’re seeing procurement strategies shift to “Low Price, Technically Acceptable (LPTA).” - [What to do with proposal "graphics & mayonnaise" complainers?](https://lohfeldconsulting.com/blog/2012/04/what-to-do-with-proposal-graphics-mayonnaise-complainers/) - Dear Proposal Doctor, Managing a big, complicated proposal is hard enough without having to listen to my complainers all day. I have two of them. They complain about everything from the quality of the graphics to the mayonnaise on the sandwiches at lunch. Responding to their issues and listening to them vent is just taking - [6 quick fixes that will improve your company's win rate](https://lohfeldconsulting.com/blog/2012/04/6-quick-fixes-that-will-improve-your-companys-win-rate/) - We’re frequently asked how to improve a company’s overall win rate, and I outlined these in the article I wrote in my January 2012 column “How to Raise Your Win Rate by 20 percent” using our seven-factor model. Since then, we’ve been surveying companies to see how well they perform in these seven factors and - [10 Ways to mitigate pursuit phase risks](https://lohfeldconsulting.com/blog/2012/04/10-ways-to-mitigate-pursuit-phase-risks/) - Brenda Crist identifies Pursuit Phase Risks and recommended Mitigation Strategies as part of her series on mitigating proposal risks. - [4 Variables to consider while preparing orals presentations](https://lohfeldconsulting.com/blog/2012/05/4-variables-to-consider-while-preparing-orals-presentations/) - The nature of the orals presentation medium creates significant differences and new variables that you must consider as you prepare the orals presentation. - [DoD Source Selection Procedures 3-4-11](https://lohfeldconsulting.com/blog/2012/05/dod-source-selection-procedures-3-4-11/) - Here are the U.S. Department of Defense's (DoD) DoD Source Selection Procedures 3-4-11 (USA007183-10-DPAP), 3-4-11, as referenced by Bob Lohfeld in Washington Technology. - [7 Reasons to develop a compliance matrix](https://lohfeldconsulting.com/blog/2012/05/7-reasons-to-develop-a-compliance-matrix/) - Compliance matrix serves as internal doc to keep proposal team compliant, finds disconnects, navigation and checklist tool, minimizes revisions, reviewer roadmap. - [Bob Lohfeld is honored as an APMP Fellow in 2012](https://lohfeldconsulting.com/blog/2012/05/bob-lohfeld-honored-as-2012-apmp-fellow-at-bid-proposal-con/) - (Dallas, TX) — May 30, 2012 — The Association of Proposal Management Professionals (APMP), the international association representing proposal, business development, and capture management professionals, announced its new class of 2012 Fellows at the association's Bid & Proposal Con 2012 in Dallas, TX last week. The APMP Fellows Award is the association's highest honor and - [PC/iPad tools and apps that deliver on a shoestring budget](https://lohfeldconsulting.com/blog/2012/06/best-of-appmaven-2012-pcipad-tools-and-apps-that-deliver-on-a-shoestring-budget/) - Proposal gurus fuse many specialized elements to develop winning proposals. Leverage AppMaven’s time and effort-reducing PC tools, iPad apps, and tricks to develop and manage your proposals more efficiently and effectively. This real-time demo presents the “best of” Beth’s 2010 and 2011 APMP Intl. and Regional Conferences demos of cost-effective PC/iPad tools & apps – - [How good proposal managers must be two-faced to succeed](https://lohfeldconsulting.com/blog/2012/06/are-good-proposal-managers-two-faced-yes-and-they-have-to-be/) - A good proposal manager has two distinct faces: one is strategic; one is tactical. Everyone is familiar with the tactical aspects of proposal management get the team organized, create and stick to the schedule, and make sure delivery is on time. The other face is strategic, working with the capture manager to identify the storyline - [Building the technical solution - the Lego effect](https://lohfeldconsulting.com/blog/2012/06/building-the-technical-solution-the-lego-effect/) - One of a capture and proposal team’s goals should be early translation of client requirements into a solution addressing critical client business issues. Early development of a preliminary solution allows the team to preview the proposed solution with clients to verify decisions, test alternatives, and make create awareness of information that might improve their perception - [Lohfeld team presents at APMP's Bid & Proposal Con 2012](https://lohfeldconsulting.com/blog/2012/06/lohfeld-team-presents-at-apmps-bid-proposal-con-2012/) - Lohfeld Consulting Group’s team presented to more than 625 bid, tender, proposal, marketing, business development, and capture professionals from all over the world at APMP’s 2012 Bid & Proposal Con, May 22-25, 2012 in Dallas, TX Check out our team’s presentations, and be sure to download AppMaven’s 2012 Favorite PC Tools and iPad Apps! Best - [Focus on proposal priorities, not on crises](https://lohfeldconsulting.com/blog/2012/06/focusing-on-proposal-priorities-not-on-fires/) - Dear Proposal Doctor, How can I be sure that I am spending my time in the best way possible when I seem to spend all day responding to crises? If a company is about to jump off the team, I have to deal with that right away. If my best writer just landed in the - [How low-price contracting makes us all losers](https://lohfeldconsulting.com/blog/2012/06/will-low-price-contracting-make-us-all-losers/) - We are seeing a procurement strategy shift for technical and professional services bids brought about by procurement officials using lowest price, technically acceptable (LPTA) evaluation criteria rather than the more traditional best-value tradeoff criteria. While there is certainly a place for the low-price strategy in federal procurements, it is definitely not suitable for procurements with - [Eight ways to mitigate proposal post-production risks](https://lohfeldconsulting.com/blog/2012/06/8-ways-to-mitigate-proposal-post-production-and-lessons-learned-risks/) - Brenda Crist identifies Post-production & Lessons-learned Risks & recommended Mitigation Strategies in her series on mitigating capture and proposal risks. - [Can you keep your bid out of the reject box?](https://lohfeldconsulting.com/blog/2012/05/can-you-keep-your-bid-out-of-the-reject-box/) - I was asked to review one of the proposals submitted for the first stage of the Army’s multi-billion dollar “Army Eagle” logistics procurement and to advise an unsuccessful bidder why the company had failed to make the cut. My answer was straightforward – the bidder failed to write a proposal for the evaluators to evaluate. - [How to finalize your proposal solution](https://lohfeldconsulting.com/blog/2012/06/2-step-process-for-finalizing-your-proposal-solution/) - Immediately after final RFP release and before the kick-off meeting, review proposed solution against final RFP contents and adjust and finalize your solution. - [100 words that kill your proposals](https://lohfeldconsulting.com/blog/2012/06/100-words-to-avoid-in-proposals/) - UPDATED JUNE 2023 Inexperienced proposal writers seem to use words that should be avoided when writing proposals. These inappropriate words and phrases can weaken a proposal, annoy evaluators, and even undermine the bidder’s credibility. To help you write better proposals, we have compiled a list of the most frequently used words that should be avoided - [Ten ways to mitigate proposal production and delivery review risks](https://lohfeldconsulting.com/blog/2012/06/10-ways-to-mitigate-proposal-production-and-delivery-review-risks/) - Brenda Crist identifies Proposal Production and Delivery Review Risks and recommended Mitigation Strategies as part of her series on mitigating capture and proposal risks. - [How to make your graphics appeal to scanners and detailed evaluators](https://lohfeldconsulting.com/blog/2012/06/test/) - Use graphics throughout your proposal, but always ask why is this illustration being used? Graphics must appeal to three types of client evaluations. - [How to create winning proposal graphics using these 6 rules](https://lohfeldconsulting.com/blog/2012/07/6-rules-for-proposal-graphics/) - Remove as much detail as possible. Don’t try to generate finished artwork at 1st pass. Be creative. Focus on what, how, & why. Be the evaluator. - [How to minimize proposal risk using 11 review strategies](https://lohfeldconsulting.com/blog/2012/07/11-ways-to-mitigate-final-proposal-document-review-risks/) - Brenda Crist identifies Final Proposal Document Review Risks & recommended Mitigation Strategies as part of her series on mitigating capture and proposal risks. - [Why show up if everyone else wants to run the proposal show? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2012/07/why-show-up-if-everyone-else-wants-to-run-the-proposal-show/) - Dear Proposal Doctor, All of a sudden, everyone on my team is obsessed with fonts and kerning and other aspects of desktop publishing. People who should be worried about the solution and the price are weighing in on the appearance of the document. Everyone has an opinion on the best color scheme, margins, headers, footers, - [5 Essential elements for proposal writing plans](https://lohfeldconsulting.com/blog/2012/07/5-essential-elements-for-proposal-writing-plans/) - Writing plans provide a proposal road map a mechanism to organize thoughts, support claims, develop graphics ideas, & evaluate proposed inputs. - [How to mitigate proposal strategy review risks](https://lohfeldconsulting.com/blog/2012/07/12-ways-to-mitigate-proposal-strategy-review-risks/) - Brenda Crist identifies Proposal Strategy Review Risks and recommended Mitigation Strategies as part of her series on mitigating capture and proposal risks. - [How to create a solid proposal production plan](https://lohfeldconsulting.com/blog/2012/08/8-required-elements-of-a-solid-proposal-production-plan/) - Encompasses myriad elements. Develop a standard proposal production plan, including multiple checklists, and tailor according to RFP requirements. - [Why you should create a master document for your next proposal](https://lohfeldconsulting.com/blog/2012/08/4-reasons-to-create-a-master-document-for-every-proposal-volume/) - Create a master document for every proposal volume with all volume contents included. Create an associated Assembly Checklist. This ensures version control. - [Secure your next win using these templates and boilerplate](https://lohfeldconsulting.com/blog/2012/08/38-must-have-templates-and-boilerplate-repository-artifacts/) - Beth Wingate shares a checklist of “standard” proposal repository templates and boilerplate vital to getting proposals out the door efficiently. - [How to develop effective proposal schedules](https://lohfeldconsulting.com/blog/2012/08/12-important-tips-for-developing-proposal-schedules/) - Beth Wingate provides tips to help your proposal and task order proposal schedule development efforts. - [How to create winning proposal resume templates](https://lohfeldconsulting.com/blog/2012/09/13-must-have-data-elements-for-proposal-resume-templates/) - Here are items we typically include in resume templates based on hundreds of government requests for proposals (RFP). - [4 Keys to better capture analytics](https://lohfeldconsulting.com/blog/2012/09/4-keys-to-better-capture-analytics/) - Capture analytics is the science of measuring how well you have performed each of the activities in your capture management process and then correlating these measurements with the outcomes of your bids. Understanding this correlation can help you make better decisions about what deals to pursue and how likely you are to win, and they - [How to create high-scoring past performance templates](https://lohfeldconsulting.com/blog/2012/09/30-must-have-data-elements-for-proposal-past-performance-templates/) - Beth Wingate shares data elements for proposal past performance templates and write-ups based on hundreds of government requests for proposals (RFP). - [Don’t make these mistakes - 12 vital proposal lessons](https://lohfeldconsulting.com/blog/2012/09/dont-make-these-mistakes-12-vital-proposal-lessons-start-adding-to-lohfeld-blog-site-here/) - Beth Wingate shares proposal-related lessons learned including "always include a compliance matrix – even if it masquerades as the table of contents." - [Don’t make these mistakes - 7 proposal staffing lessons learned](https://lohfeldconsulting.com/blog/2012/09/dont-make-these-mistakes-7-proposal-staffing-lessons-learned/) - Significant pre-RFP planning goes a long way towards improving your win probability. Lessons learned for developing proposal staffing sections. - [How to help your proposal team avoid burnout](https://lohfeldconsulting.com/blog/2012/09/beyond-proposal-burnout-what-to-do/) - Dear Proposal Doctor, With only 2 weeks before a major proposal submittal, the key people on my team are in an advanced state of burn out. Some are sleeping on couches in the office rather than going home. Others come in to work not having slept at all. It’s impossible to move any deadlines and - [Capture proposal lessons learned – and then live them!](https://lohfeldconsulting.com/blog/2012/10/capture-proposal-lessons-learned-and-then-live-them/) - How to capture, document, and – most importantly – institutionalize capture and proposal-related lessons learned in your organization. - [How to lower your proposal costs now](https://lohfeldconsulting.com/blog/2012/10/dos-and-donts-of-lowering-your-proposal-costs/) - I used to think that no one would have the audacity to say you’re spending too much on proposals as long as you were winning. With companies falling short of revenue goals, however, most certainly there will be downward pressure on all operating costs, including proposals costs. There are easily 50 ways to reduce proposal costs, - [How 12 past performance secrets can help secure your next win](https://lohfeldconsulting.com/blog/2012/10/dont-make-these-mistakes-11-past-performance-lessons-learned/) - Here are some of our Lohfeld Consulting Group team’s top past performance-related lessons learned from our collective experience managing and submitting thousands and thousands of proposals over our careers. In terms of populating your past performance repository (every company must have one), enforce a company-wide policy for project/program managers (PM) to develop detailed past performances - [How to escape from proposal scheduling hell](https://lohfeldconsulting.com/blog/2012/10/how-to-escape-from-proposal-scheduling-hell/) - Dear Proposal Doctor, I am in scheduling hell. Three proposal managers and a proposal coordinator have vacations planned in the next 2 months. All four need the time off, and all four have already postponed vacations in anticipation of upcoming RFPs (none of which arrived on schedule). Commercial and government customers alike plan to issue - [Business development and capture management - Bob Lohfeld on Amtower Off Center](https://lohfeldconsulting.com/blog/2012/10/business-development-and-capture-management-bob-lohfeld-on-amtower-off-center/) - "Amtower Off Center" host Mark Amtower interviews Bob Lohfeld, Lohfeld Consulting Group CEO, on various aspects of the business development and capture process. Topics discussed include: Current GovCon market climate 7 characteristics of winning proposals Capture/proposal analytics Resources and education for proposal professionals Click to listen to the show on Federal News Radio. - [7 steps from good to great proposals](https://lohfeldconsulting.com/blog/2012/10/7-steps-from-good-to-great-proposals/) - We all strive to write great proposals and often pat ourselves on the back when our proposals win. Each victory fills us with pride and reassures us that we’re writing great proposals, but that’s not always the case. Great proposals frequently lose on price, and poorly written proposals win when competition is limited or the - [7 problems with proposal teams…and 5 strategies for high performance](https://lohfeldconsulting.com/blog/2012/10/7-problems-with-proposal-teamsand-5-strategies-for-high-performance/) - Lisa Pafe, Lohfeld Consulting Group Principal Consultant, shares her thoughts on the five stages of teamwork and how to jump-start proposal team performance… - [Pressing commitments - how to be "fair" as proposal manager?](https://lohfeldconsulting.com/blog/2012/12/pressing-commitments-how-to-be-fair-as-proposal-manager/) - Dear Proposal Doctor, I am running a big proposal. Several people on the team are critical to the effort because of how much they know. Each seems to have some kind of personal commitment that cuts into their day several times a week. It’s either kids, medical appointments, other professional commitments, a sick relative, a - [How the five stages of teamwork jumpstart team performance – Part 1: Forming](https://lohfeldconsulting.com/blog/2012/10/strategies-and-tactics-to-bring-your-team-to-a-win-part-1-forming/) - As the proposal or capture manager, you need to take a directive role in the forming stages when clarity and communications are key. - [How the five stages of teamwork jumpstart team performance – Part 2: Storming](https://lohfeldconsulting.com/blog/2012/11/strategies-and-tactics-to-bring-your-team-to-a-win-part-2-storming/) - Lisa Pafe suggests strategies to move your proposal teams from storming into clarifying and team building and then to high-performing proposal teams. - [No proposal that starts with an “I” ever won](https://lohfeldconsulting.com/blog/2012/11/winning-solutions-begin-with-a-winning-proposal-team/) - Crafting a winning solution is an intellectual challenge, but it is also a team challenge. No proposal is won by an “I”; all are won by a team. Yet no matter how many masterminds you assemble, the proposal team is often its own worst enemy. As a proposal or capture manager, how many times have - [Fed up with proposal politics? Ask Proposal Doctor](https://lohfeldconsulting.com/blog/2012/11/fed-up-with-proposal-politics/) - Dear Proposal Doctor, My proposal has become a hornet’s nest. The capture manager is intensely unpopular. She makes arbitrary and often unwise decisions with zero transparency. People have to go behind her back to get her decisions reversed because she will not engage in discussion. Although this could be a unifying force, instead the proposal - [Strategies and tactics to bring your team to a win – Part 3: Norming, performing, and adjourning](https://lohfeldconsulting.com/blog/2012/11/strategies-and-tactics-to-bring-your-team-to-a-win-part-3-norming-performing-and-adjourning/) - Lisa Pafe shares strategies to develop high-performing proposal teams and then move them to the adjourned stage. - [Expert advice for starting out in capture and proposal-related positions – Part 1 of 3](https://lohfeldconsulting.com/blog/2012/11/expert-advice-for-starting-out-in-capture-and-proposal-related-positions-part-1-of-3/) - Beth Wingate shares experts' advice for improving capture- and proposal-related professional and personal management and interpersonal skills, abilities, and focus. - [Expert advice for starting out in capture and proposal-related positions – Part 2 of 3](https://lohfeldconsulting.com/blog/2012/11/expert-advice-for-starting-out-in-capture-and-proposal-related-positions-part-2-of-3/) - Beth Wingate shares more experts' advice for improving capture- and proposal professional and personal management and interpersonal skills, abilities, and focus. - [Expert advice for starting out in capture and proposal-related positions – Part 3 of 3](https://lohfeldconsulting.com/blog/2012/12/expert-advice-for-starting-out-in-capture-and-proposal-related-positions-part-3-of-3/) - Beth Wingate shares more experts' advice for improving capture- and proposal professional and personal management and interpersonal skills, abilities, and focus. - [Seven questions to ask before the RFP release](https://lohfeldconsulting.com/blog/2012/12/the-art-of-the-data-call-7-questions-to-ask-pre-rfp/) - Lisa Pafe provides advice on 7 questions to ask before RFP release to form the basis of persuasion and make your proposal compelling. - [Today's market demands benchmarking proposals - here's how](https://lohfeldconsulting.com/blog/2012/12/todays-market-demands-benchmarking-proposals-heres-how/) - I attended a session on proposal benchmarking at the Association of Proposal Management Professionals, National Capital Area Chapter’s (APMP-NCA), Mid Atlantic Proposal Conference & Exhibition a few months ago and was surprised to learn how few companies actually benchmark the quality of their proposals or the capabilities of their proposal departments. In the session led - [Better Buying Power 2.0 DOD Memo](https://lohfeldconsulting.com/blog/2012/12/better-buying-power-2-0-dod-memo/) - USD(ATL) Signed Memo to Workforce BBP 2 0 (13 Nov 12) with attachments Bob Lohfeld references this DOD Memo in his January 2013 Washington Technology article. - [Industry experts’ proposal war stories and lessons learned – Part 1 of 4](https://lohfeldconsulting.com/blog/2012/12/industry-experts-proposal-war-stories-and-lessons-learned-part-1-of-4/) - Beth Wingate shares industry experts' favorite capture and proposal-related war stories – and lessons learned from their experiences. Part 1 of a 4-part series. - [5 questions to derail an LPTA procurement](https://lohfeldconsulting.com/blog/2012/12/5-questions-to-derail-an-lpta-procurement/) - Recently, while teaching a capture management class, a capture manager asked me what he could do when the contracting officer for a pending IT services bid said he wanted to use lowest price technically acceptable (LPTA) evaluation criteria versus the traditional best-value tradeoff approach. The capture manager and the government program manager wanted to avoid - [21 Experts’ predictions for capture/proposal industry changes – Part 1](https://lohfeldconsulting.com/blog/2012/12/21-experts-predictions-for-captureproposal-industry-changes-part-1/) - Beth Wingate shares experts' projections for anticipated changes in the capture/proposal industry over the next 5 years. - [21 Experts’ predictions for capture/proposal industry changes – Part 2](https://lohfeldconsulting.com/blog/2013/01/21-experts-predictions-for-captureproposal-industry-changes-part-2/) - Beth Wingate shares more experts' projections for anticipated changes in the capture/proposal industry over the next 5 years. - [21 Experts’ predictions for capture/proposal industry changes – Part 3](https://lohfeldconsulting.com/blog/2013/01/21-experts-predictions-for-captureproposal-industry-changes-part-3/) - Beth Wingate wraps up her series of experts' projections for anticipated changes in the capture/proposal industry over the next 5 years. - [Industry experts’ proposal war stories and lessons learned – Part 2 of 4](https://lohfeldconsulting.com/blog/2013/01/industry-experts-proposal-war-stories-and-lessons-learned-part-2-of-4/) - Beth Wingate shares industry experts' war stories and suggestions for breaking the constant cycle of capture and proposal self-sabotage. - [Industry experts’ proposal war stories and lessons learned – Part 3 of 4](https://lohfeldconsulting.com/blog/2013/01/industry-experts-proposal-war-stories-and-lessons-learned-part-3-of-4/) - Just as ants and bees return to nests and hives and share info with peers, war stories and lessons learned sharing is a subliminal survival mechanism. - [Industry experts’ proposal war stories and lessons learned – Part 4 of 4](https://lohfeldconsulting.com/blog/2013/01/industry-experts-proposal-war-stories-and-lessons-learned-part-4-of-4/) - As you engage in your next capture and proposal effort, consider the war stories shared in my 4-part series and commit to avoiding them in future engagements. - [How four strategies can kill your recompete](https://lohfeldconsulting.com/blog/2013/01/4-strategies-that-can-kill-your-recompete/) - I regularly get calls to review capture strategies for companies competing on “must win” procurements. I have done an equal number of these reviews for companies during the time when they were in their capture phase (before the final request for proposals is released), during their proposal development phase when everyone was working hard to - [How to screen and interview proposal managers?](https://lohfeldconsulting.com/blog/2013/01/how-to-screen-and-interview-proposal-managers/) - Dear Proposal Doctor, My organization is woefully short of proposal managers and I have been under pressure to hire more. We advertise in the usual places and we get applicants. The interview process does not seem to be a good predictor of who will be effective and who will be a good fit with our - [How to win a recompete: project manager as proposal SME (Part 3 of 3)](https://lohfeldconsulting.com/blog/2013/02/working-with-project-managers-on-recompetes-project-manager-as-proposal-sme-part-3/) - Lisa Pafe discusses how project managers must work with proposal managers to provide essential information for recompete proposals. - [How to win a recompete: Project manager as an ethical spy (Part 2 of 3)](https://lohfeldconsulting.com/blog/2013/02/working-with-project-managers-on-recompetes-project-manager-as-an-ethical-spy-part-2/) - Project managers have an enormous role to play in gathering competitive intelligence that capture managers can use to build recompete win strategies. - [How to win a recompete: Risk aversion versus price (Part 1 of 3)](https://lohfeldconsulting.com/blog/2013/02/working-with-project-managers-on-recompetes-risk-aversion-versus-price-part-1/) - Lisa Pafe provides insights into how incumbents should work with their project managers when preparing for recompete procurements. - [Four strategies that can kill your recompete: Bob Lohfeld](https://lohfeldconsulting.com/blog/2013/02/bob-lohfeld-interview-on-federal-news-radio-4-strategies-that-can-kill-your-recompete/) - As budgets get tighter, you will need to hold onto the contracts you've already got. Bob Lohfeld, CEO of Lohfeld Consulting Group, joins Francis Rose In Depth on FederalNewsRadio.com with four strategies that can kill your company's recompete bid. Listen to the interview. - [How four strategies can kill your recompete - Bob Lohfeld](https://lohfeldconsulting.com/blog/2013/02/4-strategies-that-can-kill-your-recompete-bob-lohfeld-federal-news-radio-interview/) - Bob Lohfeld As budgets get tighter, you'll need to hold on to the contracts you've already got. Bob Lohfeld discusses four strategies that can kill your recompete. - [Characteristics of winning proposals explained by Bob Lohfeld](https://lohfeldconsulting.com/blog/2013/02/business-development-and-capture-management-bob-lohfeld-interview-with-mark-amtower-2/) - "Amtower Off Center" host Mark Amtower interviews Bob Lohfeld, CEO of Lohfeld Consulting Group, on various aspects of the business development and capture process. - [Do I have to understand the proposal contents as the Proposal Manager? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2013/02/do-i-have-to-understand-the-proposal-contents-as-the-proposal-manager/) - Dear Proposal Doctor, Do I have to actually understand what is in the proposal I am managing? Sometimes this is an overwhelming task, and it distracts me from the blocking and tackling of the day-to-day management. Often the material is technical and written for people who are “inside the bubble” and who understand all the - [Q&A with Bob Lohfeld and Joyce Bosc](https://lohfeldconsulting.com/blog/2013/02/qa-with-bob-lohfeld-and-joyce-bosc/) - By Joyce Bosc in FedBizBeat, February 5, 2013 Ask anyone in the federal contracting industry, and they’ll tell you Bob Lohfeld is the top consultant when it comes to helping companies with their capture and proposal management needs. We had a chance to catch up with him recently to talk about his column in Washington - [Expert advice on BD, capture, and proposal processes](https://lohfeldconsulting.com/blog/2013/03/6-more-changes-experts-would-make-to-the-bd-capture-and-proposal-process/) - Beth Wingate shares more thoughts on, “If you could change one thing about the business development, capture, or proposal life cycle or process, what would that be?” - [The art of the data call: proof points that POP](https://lohfeldconsulting.com/blog/2013/04/the-art-of-the-data-call-proof-points-that-pop/) - Lisa Pafe follows up on her 7 questions to ask before RFP release blog with insights on crafting effective data calls. - [How your hire an effective capture manager](https://lohfeldconsulting.com/blog/2013/02/can-you-hire-an-effective-capture-manager-2/) - Bob Lohfeld shares tactics for interviewing capture managers to predict their probable effectiveness before hiring them. - [How to generate accurate proposal schedules (Part 2 of 2)](https://lohfeldconsulting.com/blog/2013/03/proposal-scheduling-make-it-or-break-it-part-2-of-2/) - Instituting scheduling best practices before, during, and after RFP release can help alleviate risks and improve chances of developing a compliant, compelling, and winning proposal. - [How to generate accurate proposal schedules (Part 1 of 2)](https://lohfeldconsulting.com/blog/2013/02/proposal-scheduling-make-it-or-break-it-part-1-of-2/) - Brenda Crist, PPF.APMP and APMP Fellow shares her time-tested advice on proposal scheduling – part 1. - [How experts got involved in capture and proposals: Part 1 of 3](https://lohfeldconsulting.com/blog/2013/03/how-experts-got-involved-in-capture-and-proposals-and-what-keeps-them-coming-back-part-1-of-3/) - Beth Wingate shares colleagues' stories about how they got started in capture/proposals – and what keeps them coming back for more. Part 1 of 3. - [How to shake an incumbent out of its complacent rut](https://lohfeldconsulting.com/blog/2013/03/shaking-an-incumbent-out-of-its-complacent-rut/) - Dear Proposal Doctor, I am working with a team that is about to bid on a contract for which they are the incumbents. They have been doing this work for a while and they get plenty of kudos from the customer. However, re-competes are always difficult. These people cannot generate any ideas about how to - [Why you need requirements matrices and compliance matrices now](https://lohfeldconsulting.com/blog/2013/03/requirements-matrices-compliance-matrices-and-why-you-need-both/) - Brenda Crist shares her advice on developing both requirements matrices and compliance matrices for all proposals. - [Proposal production across the business development life cycle – what is production? (Part 1 of 6)](https://lohfeldconsulting.com/blog/2013/04/proposal-production-across-the-business-development-life-cycle-what-is-production-part-1-of-6/) - This week Briana Coleman, PPF.APMP begins a six-part series on proposal production. - [Proposal production across the business development life cycle – intro to the life cycle (Part 2 of 6)](https://lohfeldconsulting.com/blog/2013/04/proposal-production-across-the-business-development-life-cycle-intro-to-the-life-cycle-part-2-of-6/) - Briana Coleman takes you through the business development life cycle and discusses how to incorporate production into each phase of the life cycle. - [Why some companies embrace LPTA contracts](https://lohfeldconsulting.com/blog/2013/04/why-some-companies-embrace-lpta-contracts/) - Some companies are actively seeking lowest price, technically acceptable (LPTA) professional services bids—but they’re not the companies you’d think. You’d expect companies with deep experience in their fields that have honed their operating costs to the minimum and are operating at maximum efficiency to seek out LPTA bids where they could compete on price—but it - [Is it always necessary to create graphics first? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2013/04/is-it-always-necessary-to-create-graphics-first-ask-the-proposal-doctor/) - Dear Proposal Doctor, My capture manager is insisting that we complete a big stack of graphics before we write any proposal text. We have a decent amount of time for this proposal, more than we usually get. But, my writers are worried about how long the graphics process will take and the compressed writing schedule - [Proposal production across the business development life cycle - phases 1 and 2 (Part 3 of 6)](https://lohfeldconsulting.com/blog/2013/04/proposal-production-across-the-business-development-life-cycle-phases-1-and-2-part-3-of-6/) - Briana Coleman discusses key production activities you should perform in Phases 1 and 2 - before you ever have a real proposal on your plate. - [Proposal production across the business development life cycle – phase 3 (Part 4 of 6)](https://lohfeldconsulting.com/blog/2013/04/1220/) - Briana Coleman discusses the key production activities that you should perform in Phase 3 Pre-Proposal Preparation. - [Enhanced Training Could Strengthen DOD’s Best Value Tradeoff Decisions (GAO-11-8)](https://lohfeldconsulting.com/blog/2013/04/enhanced-training-could-strengthen-dods-best-value-tradeoff-decisions-gao-11-8/) - GAO Study - Enhanced Training Could Strengthen DOD’s Best Value Tradeoff Decisions (GAO-11-8) - [Acquisition Reform – Review of Best Value Procurements (B-281983) GAO Study](https://lohfeldconsulting.com/blog/2013/05/acquisition-reform-review-of-best-value-procurements-b-281983-gao-study/) - Acquisition Reform – Review of Best Value Procurements (B-281983) - [Proposal production across the business development life cycle – phase 4 (Part 5 of 6)](https://lohfeldconsulting.com/blog/2013/05/1229/) - Briana Coleman discusses the key production activities that you should perform in Phase 4 Proposal Preparation. - [How can you afford to chase premium price](https://lohfeldconsulting.com/blog/2013/05/can-you-afford-to-chase-premium-price-maybe/) - When the government awards a contract to other than the lowest priced offeror, it pays a price premium to make that award. How much price premium the government will pay is left to the judgment of the selecting official. This amount varies by type of service or product being procured, details of each solicitation, and - [Questioning the questions? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2013/05/questioning-the-questions-ask-the-proposal-doctor/) - Dear Proposal Doctor, The battle over which questions to send to the government customer on a long and not-very-well-written RFP has begun. The desktop publishers want to ask about fonts. The graphics people want to ask about color and foldout pages. The solution architect wants to ask about specifications and performance metrics. The contracts people - [How experts got involved in capture and proposals: Part 2 of 3](https://lohfeldconsulting.com/blog/2013/05/how-experts-got-involved-in-capture-and-proposals-and-what-keeps-them-coming-back-part-2-of-3/) - Beth Wingate shares more colleagues' stories about how they got started in capture/proposals – and what keeps them coming back for more. Part 2 of 3. - [How experts got involved in capture and proposals Part 3 of 3](https://lohfeldconsulting.com/blog/2013/06/how-experts-got-involved-in-capture-and-proposals-and-what-keeps-them-coming-back-part-3-of-3/) - Beth Wingate wraps up her series sharing colleagues' stories about how they got started in capture/proposals – and what keeps them coming back for more. Part 3 of 3. - [Getting a non-producer to deliver? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2013/06/getting-a-non-producer-to-deliver-ask-the-proposal-doctor/) - Dear Proposal Doctor, I have one non-producer on my proposal team. Everyone in the organization has told me that this guy is the absolute right person to craft a 10-page section on a topic that he knows inside out. But, he doesn't deliver. He keeps saying it is in progress, and I will get something - [Proposal production across the business development life cycle – phase 5 (Part 6 of 6)](https://lohfeldconsulting.com/blog/2013/05/proposal-production-across-the-business-development-life-cycle-phase-5-part-6-of-6/) - Briana Coleman discusses the key production activities that you should perform in the final BD life cycle phase - Phase 5 Post-submittal. - [How to create a successful data call during capture](https://lohfeldconsulting.com/blog/2013/05/the-art-of-the-data-call-4-data-calls-you-can-issue-today/) - Lisa Pafe follows up on her previous data call-related advice with insights on developing data calls during the capture phase of business development activities. - [6 changes experts would make to the BD, capture, and proposal process](https://lohfeldconsulting.com/blog/2013/06/6-changes-experts-would-make-to-the-bd-capture-and-proposal-process/) - Beth Wingate shares experts' thoughts on, “If you could change one thing about the business development, capture, or proposal life cycle or process, what would that be?” - [How to get the most from your proposal budget](https://lohfeldconsulting.com/blog/2013/06/getting-the-most-from-your-proposal-budget-while-increasing-your-productivity-lisa-pafe-and-brenda-crist/) - Today companies are trying to make the most of every dollar to increase their competitive edge. Even a small decrease in overhead costs or increase in productivity can make big difference. Our presentation decomposes a budget for developing a 30-day proposal and a 10-day proposal for small, medium, and large companies and provides recommendations for - [How the government is starting to hate LPTA](https://lohfeldconsulting.com/blog/2013/06/is-the-government-starting-to-hate-lpta-too/) - I was surprised (and relieved) to learn that government proposal evaluators are pushing back on the use of lowest price, technically acceptable (LPTA) evaluation criteria—and for good reason. They are now learning that this evaluation criteria can limit their ability to exercise reasonable judgment in the evaluation process and may result in contracts awarded to - [7 more changes experts would make to the BD, capture, and proposal process](https://lohfeldconsulting.com/blog/2013/06/7-more-changes-experts-would-make-to-the-bd-capture-and-proposal-process/) - Beth Wingate wraps up her series on experts' desired changes to the business development, capture, or proposal life cycle or process. - [Five proposal yoga poses to reduce a proposal manager's stress](https://lohfeldconsulting.com/blog/2013/06/5-proposal-yoga-poses-to-add-to-your-life-cycle/) - Lisa Pafe suggests using proposal yoga to reduce stress, increase flexibility, and regain composure – all highly beneficial to the harried proposal professional. - [Confessions of a proposal production expert - desktop publishing (Part 1 of 5)](https://lohfeldconsulting.com/blog/2013/07/confessions-of-a-proposal-production-expert-desktop-publishing-part-1-of-5/) - Desktop publishing expert Briana Coleman dives deeper into proposal production elements and shares war stories and her favorite tips. - [Advice for proposal managers who become defacto capture managers](https://lohfeldconsulting.com/blog/2013/07/the-25-solution/) - Brenda Crist described the 25% Solution and provides advice for proposal managers who become defacto capture managers once an RFP drops. - [Need to keep an accurate compliance matrix? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2013/07/keeping-an-accurate-compliance-matrix-while-facing-multiple-amendments-ask-the-proposal-doctor/) - Dear Proposal Doctor, I use a homegrown tool to strip my RFP into a table with all the technical requirements. This is supposed to be my tool for checking compliance, and it works well if there are no significant changes. Once the government starts issuing multiple amendments and answers to questions, my compliance matrix becomes - [Helping proposal introverts open up and play nice? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2013/07/helping-proposal-introverts-open-up-and-play-nice-ask-the-proposal-doctor/) - Dear Proposal Doctor, Our solution architect is a brilliant person who is also a Serious Geek and unreconstructed introvert. This person does not want to interact with anyone and does not express himself well in writing. He will only talk to people who are as technical as he is, and that is a very small - [Confessions of a proposal production expert - graphic design (Part 2 of 5)](https://lohfeldconsulting.com/blog/2013/07/confessions-of-a-proposal-production-expert-graphic-design-part-2-of-5/) - In this post, Briana Coleman, PPM.APMP shares her top 4 tips for developing graphics for a proposal: graphics sizing, format, conversion, and fuzziness remedies. - [How to create winning technical solutions now](https://lohfeldconsulting.com/blog/2013/07/creating-winning-technical-solutions/) - I’m amazed at how few companies present good, compelling technical solutions in their proposals. The reason is probably that their technical teams don’t know what constitutes a good proposal solution. In this article, I’m going to describe the process we use to ensure we develop solutions that will score well when reviewed by government proposal - [Confessions of a proposal production expert - editing (Part 3 of 5)](https://lohfeldconsulting.com/blog/2013/07/confessions-of-a-proposal-production-expert-editing-part-3-of-5/) - Briana Coleman shares her top 3 tips for editing a proposal to get within page count—along with a tip about redacted proposals. - [Cost-effective PC/iPad tools for proposal success in 2013](https://lohfeldconsulting.com/blog/2013/07/appmavens-pc-and-mac-tools-and-tips-for-proposal-success-appmaven-2013/) - Proposal professionals employ many specialized elements to develop winning proposals. AppMaven 7-23-13 Lohfeld_APMP Nor'easters Presentation for distribution (July 23, 2013) for a look at more targeted time and effort-reducing PC and Mac tools and tricks to develop, manage, and WIN proposals more efficiently and effectively. With all new content for 2013, AppMaven presents cost-effective PC/iPad - [Confessions of a proposal production expert - delivery (Part 5 of 5)](https://lohfeldconsulting.com/blog/2013/08/confessions-of-a-proposal-production-expert-delivery-part-5-of-5/) - This week Briana Coleman shares her top 3 proposal delivery tips - delivery early, stay flexible, have a contingency plan - illustrated by real-life war stories. - [Confessions of a proposal production expert - printing and assembly (Part 4 of 5)](https://lohfeldconsulting.com/blog/2013/07/confessions-of-a-proposal-production-expert-printing-and-assembly-part-4-of-5/) - Briana Coleman shares some of her favorite printing- and assembly-related production tips and war stories. - [Proposal production checklists (Part 1 of 4)](https://lohfeldconsulting.com/blog/2013/08/proposal-production-checklists-part-1-of-4/) - As a follow up to Briana Coleman’s proposal production series, we’re sharing helpful checklists and tools for planning your next proposal production plan. - [Proposal production checklists (Part 2 of 4)](https://lohfeldconsulting.com/blog/2013/08/proposal-production-checklists-part-2-of-4/) - Briana Coleman shares some helpful checklists and tools for planning your next proposal production effort - production resources checklist . - [How to deal with contracting offices that don’t allow interaction with industry](https://lohfeldconsulting.com/blog/2013/09/how-to-deal-with-contracting-offices-that-dont-allow-interaction-with-industry/) - Bob Lohfeld provides advice for testing proposed proposal solutions with customers when contracting offices don't allow interaction even well before draft RFPs. - [Proposal production checklists (Part 3 of 4)](https://lohfeldconsulting.com/blog/2013/08/proposal-production-checklists-part-3-of-4/) - Briana Coleman shares some helpful checklists and tools for you to use in planning your next proposal production plan - proposal resources checklist. - [Proposal production checklists (Part 4 of 4)](https://lohfeldconsulting.com/blog/2013/09/1418/) - Briana Coleman shares helpful checklists and tools for you to use in planning your next proposal production plan - editing checklist. - [Bold trends in capture and proposal management 2013](https://lohfeldconsulting.com/blog/2013/09/bold-trends-in-capture-and-proposal-management-lohfeld-bd-webinar-series-sept-2013/) - In an increasingly competitive global market, top-tier companies are adapting and executing new practices to increase their win probabilities. Bob Lohfeld presents some of the more interesting trends in capture and proposal management and discusses how these are changing the competitive landscape for these firms. [flowplayer id="3289"] Click to download presentation slides About the - [Realities forced companies to change tactics in 2014](https://lohfeldconsulting.com/blog/2013/09/2014-realities-force-companies-to-change-tactics/) - This article was originally published September 20, 2013 in WashingtonTechnology.com. By Bob Lohfeld There is no doubt that going into fiscal 2014, the market will be different. Sequestration and continuing resolutions will take their toll on the federal budget, resulting in fewer procurements. The net result is that competition for the remaining government dollars will - [Continuation or rise in number of LPTA bids?](https://lohfeldconsulting.com/blog/2013/10/continuation-or-rise-in-number-of-lpta-bids/) - Bob Lohfeld projects a downturn in LPTA procurements—even with declining budgets and provides his related articles published in Washington Technology. - [How to measure and validate capture progress](https://lohfeldconsulting.com/blog/2013/10/how-do-you-measure-and-validate-capture-progress/) - Bob Lohfeld provides advice for measuring and validating capture progress using a balanced scorecard approach. - [How to compete in an LPTA environment?](https://lohfeldconsulting.com/blog/2013/10/how-to-compete-in-an-lpta-environment/) - There are still a considerable amount of agencies focused on LPTA. Bob Lohfeld provides suggestions for competing in an LPTA environment. - [How much planning is too much? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2013/10/how-much-planning-is-too-much-ask-the-proposal-doctor/) - Dear Proposal Doctor, My team received a draft RFP about 6 months ago, and since then the government has continued to extend the procurement schedule. It now appears that we will not see a final RFP for several more months. At least. The government is accepting comments on the draft, but it is a one-way - [Bold trends in capture and proposal management today](https://lohfeldconsulting.com/blog/2013/10/have-capture-steps-and-process-but-lack-analytics/) - Your analytics don’t have to be very complex to begin getting meaningful data about your organization and begin optimizing your process. Bob Lohfeld suggests using a balanced scorecard to make sound pursuit decisions. - [How is the capture process applied in LPTA competitions?](https://lohfeldconsulting.com/blog/2013/10/how-is-the-capture-process-applied-in-lpta-competitions/) - Bob Lohfeld answers the question, "In an LPTA competition, how is the capture process applied where most of the process is now involved with pricing strategy first, and technical as a secondary qualifier?" - [How non-desktop publishers can make the most of MS Word](https://lohfeldconsulting.com/blog/2013/11/appmavens-ms-word-tips-and-tricks-for-non-desktop-publishers-2/) - MS Word is the industry standard tool for developing proposals. Beth Wingate helps non-desktop publishers get the most out of the product to make proposals look professional. - [How non-desktop publishers can make the most out of MS Word](https://lohfeldconsulting.com/blog/2013/11/appmavens-ms-word-tips-and-tricks-for-non-desktop-publishers/) - MS Word has become the industry standard tool for developing proposals—are you getting the most out of the tool to make your proposals look professional? Beth Wingate, aka AppMaven, revealed desktop publishers’ best-kept secrets for maximizing MS Word 2010/2013’s proposal formatting capabilities at the 2013 APMP Nor'easters Fall Symposium. She demonstrated her favorite tools, shortcuts, - [How crazy subcontractors can kill your bid](https://lohfeldconsulting.com/blog/2013/11/how-crazy-subcontractors-can-kill-your-bid/) - Have you ever had a subcontractor kill your bid? Surprisingly, it’s not all that infrequent that a subcontractor can do you in. Here are some of the situations we have seen this year from companies who have called us for help, generally after it is too late to fix the problem. Since many of these - [How crazy subcontractors can kill your bid](https://lohfeldconsulting.com/blog/2013/11/check-out-bob-lohfelds-latest-article-how-crazy-subcontractors-can-kill-your-bid/) - Have you ever had a subcontractor kill your bid? Surprisingly, it’s not all that infrequent. Here's advice from Bob Lohfeld to keep these problems from happening to you. - [How much should we spend on capture versus proposal activities?](https://lohfeldconsulting.com/blog/2013/11/how-much-should-we-spend-on-capture-versus-proposal-activities/) - Capture is a well-defined process that takes time and effort to execute. If you don’t have the time and put in the effort, someone else will. Strive for the 50/50 rule. - [How contractors must adapt to a shrinking government market](https://lohfeldconsulting.com/blog/2013/12/solid-capture-management-emphasized-in-shrinking-federal-market/) - Contractors must adapt quickly to a shrinking government market by revamping their capture processes and forming concrete plans to make themselves more competitive says Bob Lohfeld. Read the full Bloomberg report. - [Doing More with Less…And Win More - Lohfeld BD Webinar Series](https://lohfeldconsulting.com/blog/2013/12/getting-the-most-from-your-proposal-budget-while-increasing-your-productivity-lohfeld-bd-webinar-series/) - The typical company spends on average 10% of their revenue target on Bids and Proposals (B&P). Risks that increase the B&P budget include poor bid decisions, an immature solution, insufficient training and tools, large review teams producing comments that are not actionable, and lack of executive support. With constrained budgets and increased competition for smaller - [Holiday Greetings from Lohfeld Consulting Group](https://lohfeldconsulting.com/blog/2013/12/holiday-greetings-from-lohfeld-consulting-group-2/) - In awesome admiration for the U.S. Air Force Band, the Air and Space Museum, and all the men and women who serve in our armed services and government agencies - take a moment to enjoy this holiday message. - [Lohfeld Consulting Group Holiday Greeting](https://lohfeldconsulting.com/blog/2013/12/lohfeld-consulting-group-holiday-greeting/) - Stop your business development, capture, and proposal management activities and take a moment to enjoy this holiday message from your team at Lohfeld Consulting Group. - [How to balance your growth strategy and win more](https://lohfeldconsulting.com/blog/2013/12/how-to-balance-your-growth-strategy-2/) - Bob Lohfeld discusses some of the strategies and tactics that you should look for when building your company's new-business growth strategy. - [How well did government contractors do in 2013?](https://lohfeldconsulting.com/blog/2013/12/how-well-did-government-contractors-do-in-2013/) - To get a handle on how well government contractors did in 2013, we joined with Market Connections and polled 220 government contractors. Here are the results. - [How sequestration and shutdowns can impact contractors](https://lohfeldconsulting.com/blog/2013/12/new-study-sequestration-and-government-shutdown-negatively-impacting-majority-of-government-contractors/) - Chantilly, VA and Edgewater, MD —December 17, 2013—Nearly two-thirds of government contractors experienced moderate to significant revenue decline in 2013 as a result of sequestration and the government shutdown, according to a new PulsePoll™ of government contractors by Market Connections, Inc. and Lohfeld Consulting Group, Inc. The online PulsePoll™ of 220 government contractors gauged the - [10 capture activities you can implement now](https://lohfeldconsulting.com/blog/2013/12/10-fundamental-capture-management-activities/) - As you prepare for 2014, take a good look at your capture management process. Each company implements its capture management process to fit its culture and management structure, and all implementations should include the same fundamental activities. - [How to bring a proposal team to a single POV? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2013/12/how-to-bring-a-proposal-team-to-a-single-pov-ask-the-proposal-doctor/) - Dear Proposal Doctor, As a newly-accredited APMP member (Foundation Level), I appreciate the importance of making everything customer-focused. That is a big part of the curriculum. I get that. Here is the problem: our RFP has been out for several weeks, and everyone on my team has a different idea of who the customer really - [APMP NCA mentorship program – a chance to pay it forward](https://lohfeldconsulting.com/blog/2013/12/apmp-nca-mentorship-program-a-chance-to-pay-it-forward/) - APMP-NCA kicks off a new mentorship program to pair experienced capture and proposal professionals with less-experienced protégés. - [How government contractors can reshape growth strategies in 2014](https://lohfeldconsulting.com/blog/2014/01/government-contractors-reshape-growth-strategies-for-2014/) - Government contractors cannot ignore the need to change their market strategy, especially when 75 percent failed to achieve positive sales growth in 2013. - [Can we really improve information technology procurement? Absolutely.](https://lohfeldconsulting.com/blog/2014/01/can-we-really-improve-information-technology-procurement-absolutely/) - Procurements fail when we fail to integrate the full team into critical success factors from the very beginning. We have a combined three quarters of a century in federal business and can readily identify issues that adversely affect IT program success and align with key critical success factors. - [Marketing: the engine and fuel that drives successful companies](https://lohfeldconsulting.com/blog/2014/02/marketing-the-engine-and-fuel-that-drive-successful-companies/) - Successful marketing fuels successful business; and a successful federal contractor GTM strategy should include a number of basic blocking and tackling elements. - [How to operate differently in 2014](https://lohfeldconsulting.com/blog/2014/01/we-must-operate-differently-in-2014/) - 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 decline in revenue. With 75 percent of government contractors having flat or declining sales in 2013, it should come as no surprise that many companies - [How to navigate a significant decline in revenue](https://lohfeldconsulting.com/blog/2014/01/we-must-operate-differently-in-2014-listen-to-bob-lohfelds-dorobekinsider-interview/) - Chris Dorobek recently interviewed Bob Lohfeld to get more insights from our poll of government contractors' 2013 results and 2014 competitive strategy changes. - [How to do more with less and win more [webinar]](https://lohfeldconsulting.com/blog/2014/02/webinar-replay-doing-more-with-less-and-winning-more-2/) - Doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long-term savings. - [How to double win rates with seven quality measures](https://lohfeldconsulting.com/blog/2014/02/win-rates-double-with-seven-quality-measures-3/) - Lohfeld Consulting Group’s 7 quality measures more than double proposal win rates and help government contractors compete more effectively. - [How to know what makes your bid a winner or a loser](https://lohfeldconsulting.com/blog/2014/02/what-makes-your-bid-a-winner-or-a-loser/) - Always remember that proposals are written for one purpose - to convey the information the government evaluators need to select your company over others in the competition. - [Webinar replay - Top 10 ‘Go-to-Market’ Mistakes Made by Federal Contractors and How to Avoid Them](https://lohfeldconsulting.com/blog/2014/02/webinar-replay-top-10-go-to-market-mistakes-made-by-federal-contractors-and-how-to-avoid-them-2/) - Webinar replay - Top 10 ‘Go-to-Market’ Mistakes Made by Federal Contractors and How to Avoid Them – Lohfeld Business Winning Webinar - [How to deal with sensitive proposal info? Ask the Proposal Doctor](https://lohfeldconsulting.com/blog/2014/03/how-to-deal-with-sensitive-proposal-info-ask-the-proposal-doctor/) - Dear Proposal Doctor, As the proposal manager for a large and important bid, I have access to information that senior executives in my company consider sensitive. Sometimes this is information about future assignments or promotions, and other times it is information about our solution, which suggests something about staffing, relocation, and the like. When people - [How to increase your competitive edge with capture and proposal innovations](https://lohfeldconsulting.com/blog/2014/03/capture-and-proposal-innovations/) - An effective way to stop wasting money in a tight market is to increase B&P productivity through innovation. Lisa Pafe shares ideas for capture and proposal innovations. - [How incumbents can win their next recompete now](https://lohfeldconsulting.com/blog/2014/03/incumbents-and-the-risk-of-the-lost-recompete/) - Bob Lohfeld, Kristin Dufrene, Nigel Thacker, and Mark Amtower discuss contract recompetes and the question that probably causes the most consternation for senior management, "Why do incumbents lose?" - [How to do more with less – and win more!](https://lohfeldconsulting.com/blog/2014/03/doing-more-with-less-and-winning-more/) - With constrained budgets and increased competition for smaller work share, contractors can't afford to waste B&P dollars. Brenda Crist and Lisa Pafe share thoughts for increasing productivity and win rates. - [More from the APMP NCA Mentor-Protégé Program](https://lohfeldconsulting.com/blog/2014/04/more-from-the-apmp-nca-mentor-protege-program/) - Building relationships, sharing lessons learned, networking, and socializing—updates from the APMP-NCA Mentor-Protégé program. - [Six tips for building your new business pipeline](https://lohfeldconsulting.com/blog/2014/03/six-tips-for-building-your-new-business-pipeline-2/) - Typically, market research teams dump every conceivable deal they can find into their new business pipeline. Let’s get real and follow these 6 simple tips when building a new business pipeline. - [5 tips to achieve high performance teams now](https://lohfeldconsulting.com/blog/2014/04/5-tips-to-achieve-high-performance-teams/) - Lisa Pafe shares strategies for evolving teams more efficiently to the performing stage. - [Ask the Proposal Doctor - Frustrated at Stupidity](https://lohfeldconsulting.com/blog/2014/04/ask-the-proposal-doctor-frustrated-at-stupidity-2/) - Proposal Doctor Wendy Frieman discusses best practices for using content from previous proposals. - [Ask the Proposal Doctor - Sick of Debating](https://lohfeldconsulting.com/blog/2014/05/ask-the-proposal-doctor-sick-of-debating-2/) - Proposal Doctor Wendy Frieman discusses how to resolve a pitched battle over the proposal outline and mapping to RFP sections. - [How to Manage Large Teams with Winning Strategies Now](https://lohfeldconsulting.com/blog/2024/12/how-to-manage-large-teams-with-winning-strategies-now/) - Managing a large group of stakeholders and SMEs during a proposal effort can feel like trying to herd cats during a thunderstorm. Deadlines are tight, input can be inconsistent, and everyone juggles competing priorities. Without the right strategies, chaos can derail even the most promising proposal. But, with the right tools and mindset, you can - [COMPLEX TECHNOLOGY GRANTS: How to Elevate Your Grant Proposal with Expert Design](https://lohfeldconsulting.com/blog/2024/12/complex-technology-grants-elevate-your-grant-proposal-with-expert-graphic-design/) - In the fiercely competitive landscape of grant funding, proposals must distinguish themselves not only through compelling narratives but also through the strategic use of visual content. Visually appealing graphics can significantly boost reader engagement and clarity, providing a competitive edge that enhances funding success. A professional graphic designer or illustrator can drastically enhance the effectiveness of your proposal by providing custom, conceptual - [Why proposal reviews are unproductive and fail](https://lohfeldconsulting.com/blog/2014/06/7-proposal-secrets-that-will-increase-your-win-rate-webinar-replay/) - Lisa Pafe shares 7 secrets to improve your color team reviews and take your proposals from good to great. - [How to Win a CenTAM Contract: Rise to the Challenge](https://lohfeldconsulting.com/blog/2024/12/rise-to-the-challenge-how-to-win-a-centam-contract/) - The Census Bureau is preparing to release the Decennial Transformation & Application Modernization (CenTAM) procurement in early 2025. CenTAM will provide the Census Bureau with a contract that can help manage various application modernization services. This is an excellent opportunity for prime contractors to get in on the ground floor as the Census Bureau ramps - [COMPLEX TECHNOLOGY GRANTS: Navigating the Complex Landscape - Top Challenges Facing Grant Bidders in 2025](https://lohfeldconsulting.com/blog/2024/12/complex-technology-grants-navigating-the-complex-landscape-top-challenges-facing-grant-bidders-in-2025/) - As we enter 2025, the grant bidding landscape presents exciting opportunities and formidable challenges for organizations and individuals seeking funding. With increasing competitiveness and evolving priorities, understanding the key challenges in grant applications is crucial for success. Shifting Funding Priorities Grantmakers are continuously adjusting their funding priorities to address pressing global issues. In 2025, expect - [COMPLEX TECHNOLOGY GRANTS: Elevate Your Concept Paper for NAPMP NOFO #2 Now](https://lohfeldconsulting.com/blog/2024/12/complex-technology-grants-elevate-your-concept-paper-for-napmp-nofo-2-now/) - Are you prepared to submit your concept paper on December 20th for the National Advanced Packaging Manufacturing Program (NAPMP) Notice of Funding Opportunity (NOFO) #2? In the realm of grant applications, particularly for competitive opportunities like NAPMP NOFO #2, the quality of a concept paper can significantly influence the outcome. Engaging external reviewers to evaluate - [How good are your chances of winning a bid protest?](https://lohfeldconsulting.com/blog/2014/05/how-good-are-your-chances-of-winning-a-bid-protest/) - Bid protests have become a fixture on the government contracting scene, but what are your chances of success? Bob Lohfeld's analysis teaches us that a lot depends on how you define victory. - [How six tips can reduce your stress and increase productivity](https://lohfeldconsulting.com/blog/2014/05/6-stress-busters-that-increase-productivity/) - Lisa Pafe shares ways to be actively engaged and productive without getting stressed out. - [Ask the Proposal Doctor - Dying of Boredom](https://lohfeldconsulting.com/blog/2014/06/ask-the-proposal-doctor-dying-of-boredom-2/) - Proposal Doctor Wendy Frieman offers advice for keeping teams motivated and productive during RFP dry spells. - [The best Go-to-Market splits?](https://lohfeldconsulting.com/blog/2014/06/the-best-go-to-market-splits/) - Kevin Young advises on the best go-to-market split, percentage of budget and staffing, and allocation for sales, marketing, BD, capture, proposal development. - [Wrestling with Teaming for NAPMP NOFO #2? Look to MEC Hubs](https://lohfeldconsulting.com/blog/2024/11/wrestling-with-teaming-for-napmp-nofo-2-look-to-mec-hubs/) - Microelectronics Commons (MEC) members present a rich lode of resources—and are eager for work! Funded by the CHIPS and Science Act, the Microelectronics Commons (MEC) program is a network of eight regional technology Hubs on a shared mission: to expand the nation’s global leadership in microelectronics. MEC is accelerating domestic prototyping and growing a pipeline - [How to improve government and industry communication during procurements](https://lohfeldconsulting.com/blog/2014/06/how-and-when-to-talk-to-your-customer/) - Bob Lohfeld tracks the misconceptions about communications during the procurement process. - [Are you happy with 50 percent?](https://lohfeldconsulting.com/blog/2014/07/are-you-happy-with-50-percent-2/) - Research shows contractor proposal win rates are typically in the 30-50 percent range. This presentation challenges us to think outside the box to better manage our B&P teams and increase productivity and win rates. - [How to attend an industry conference and reap benefits](https://lohfeldconsulting.com/blog/2014/07/six-lessons-learned-from-an-industry-conference/) - Lisa Pafe gives advice for how to best leverage the opportunities available at industry conferences - workshops, panels, presentations, vendor booth promos, receptions, dinners, and more. - [Proposal Doctor explains how to balance "required" and "desired"](https://lohfeldconsulting.com/blog/2014/07/creating-balance-between-required-and-desired-ask-the-proposal-doctor/) - 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 don't get separately evaluated. The executive summary eats up hours of everyone's time, and even if it is sometimes required, it is almost never evaluated. - [More Go-to-Market Q&A with Kevin Young](https://lohfeldconsulting.com/blog/2014/07/more-go-to-market-qa-with-kevin-young/) - Kevin Young provides more go-to-market advice to government contractors about focus groups, combating LPTA, and when to engage teaming partners. - [How integrated capture and proposal software can help you win before RFP release](https://lohfeldconsulting.com/blog/2014/07/how-integrated-capture-and-proposal-software-can-help-you-win-before-rfp-release/) - Tom Gorman shows you how the right integrated Capture and Proposal software solution can help you do it the right way, focusing on the things that are truly important, positioning your team to win before the RFP is even released, and finishing strong with a winning proposal. - [Go-to-Market Q&A with Kevin Young](https://lohfeldconsulting.com/blog/2014/07/go-to-market-qa-with-kevin-young/) - Kevin Young answers questions regarding go-to-market strategy for government contractors. - [How to face up to face time](https://lohfeldconsulting.com/blog/2014/08/facing-up-to-face-time/) - Lisa Pafe explains why focusing on productive time rather than face time yields desired results. - [Ask Proposal Doctor - Creating balance between "required" and "desired"?](https://lohfeldconsulting.com/blog/2014/08/ask-proposal-doctor-creating-balance-between-required-and-desired-2/) - Proposal Doctor Wendy Frieman advises proposal managers to watch the balance between customer requirements and executive desires. - [Take your proposal from good to great in 30 minutes](https://lohfeldconsulting.com/blog/2014/08/take-your-proposal-from-good-to-great-in-30-minutes/) - Thirty minutes is all the time you need to redirect the writing of a mediocre proposal and put it on a clear path to victory. In this article, I’ll explain how to use this simple yet effective technique. - [Stop boring us with recycled proposal content](https://lohfeldconsulting.com/blog/2014/08/stop-boring-us-with-recycling/) - Lisa Pafe discusses her views on content re-purposing and recycling. - [The Proposal Doctor explains how to bring proposal solutioning to closure](https://lohfeldconsulting.com/blog/2014/09/ask-proposal-doctor-how-to-bring-proposal-solutioning-to-closure/) - Proposal Doctor Wendy Frieman provides advice for proposal solutioning in terms of content and process. - [How to Correct Go-to-Market Mistakes Made by Federal Contractors](https://lohfeldconsulting.com/blog/2014/09/gen-c-x-z-and-their-go-to-market-dynamics/) - Kevin Young describes how Generation C (Connected) fits in and impacts the dynamics of Federal contracting go-to-market efforts. - [Seven secrets from government source evaluations you can use to create winning proposals](https://lohfeldconsulting.com/blog/2014/09/7-secrets-from-inside-government-source-evaluations-and-how-you-can-use-them-to-create-winning-proposals/) - Lohfeld releases the results of our 3-year research project on how the government evaluates proposals and what capture and proposal managers need to know to create better, higher-scoring proposals and win more highly competitive bids. - [How and when you should create change](https://lohfeldconsulting.com/blog/2014/09/five-things-you-should-worry-about/) - The Buddhist rule on worrying is simple: if you can create change, do it. If you cannot change a situation, stop worrying about it. Lisa Pafe provides five golden rules of when to worry. - [Three lessons learned from a college homecoming weekend](https://lohfeldconsulting.com/blog/2014/11/three-lessons-learned-from-a-college-homecoming-weekend/) - Lisa Pafe shares thoughts on what is so great about college (besides the obvious) that we can apply to the workplace. - [How to avoid problems during a Red Team](https://lohfeldconsulting.com/blog/2014/10/avoid-the-red-team-ii-monster-by-implementing-efficiencies/) - Brenda Crist provides five timesaving processes to implement in addition to a good Kick-off Meeting to gain proposal efficiencies. - [Does Agile project management have a place in proposal management?](https://lohfeldconsulting.com/blog/2014/12/does-agile-project-management-have-a-place-in-proposal-management/) - Download Maryann Lesnick's Agile Project/Proposal Management presentation to get some new ideas about how to manage proposal efforts with increased agility. - [Proven proposal strategies you can implement now](https://lohfeldconsulting.com/blog/2014/12/watch-bob-lohfeld-brad-douglas-and-richard-nathan-share-proven-proposal-strategies-2/) - Watch Richard Nathan, CEO, AOC Key Solutions; Bob Lohfeld, CEO, Lohfeld Consulting; and Brad Douglas, COO, Shipley Associates share insights on winning in a budget-constrained market. - [Contracting 101: Start with Patience and Value](https://lohfeldconsulting.com/blog/2011/01/contracting-101-start-with-patience-and-value/) - By Joyce Bosc Small businesses with big aspirations often look to government for sales opportunities, but the size of that government-sales undertaking can be overwhelming. Yes, smaller jobs may be sold to government through a simple purchase order, but true success in getting government business takes more. To become established as a trusted government contractor, - [Better Reviews Equal Better Proposals](https://lohfeldconsulting.com/blog/2011/01/better-reviews-equal-better-proposals/) - Independent reviews ensure that proposals are compliant and responsive to the request for proposals. They also guarantee that proposals are feature-rich and technically and politically sound. Reviews should begin early in the proposal process and continue throughout proposal development. Each review builds quality into the proposal. When done well, reviews raise your competitiveness and increase - [Federal News Radio Interview: Bob Lohfeld and Nick Wakeman](https://lohfeldconsulting.com/blog/2011/04/federalnewsradio-amtower-off-center/) - Listen as host Mark Amtower interviews Nick Wakeman, editor-in-chief of Washington Technology and Bob Lohfeld, CEO of Lohfeld Consulting Group on a wide range of issues, including Deltek's purchase of Washington Management Group and Federal Sources. Amtower's brain trust discusses mergers, acquisitions, and more. - [How to Take 3 Critical Steps to Survive Tough Times](https://lohfeldconsulting.com/blog/2011/04/3-critical-steps-to-surviving-tough-times/) - There's little doubt that the federal budget will undergo some contractions this year, either because Congress will reduce spending levels outright for some agencies or the inevitable flow of continuing resolutions will postpone approval for new spending levels. As budgets shrink, there will be fewer new contracts in the government contractor market. With fewer deals - [Lohfeld Consulting Secures APMP ATO Status in 2011](https://lohfeldconsulting.com/blog/2011/04/lohfeld-consulting-group-achieves-apmp-ato-certification/) - On April 15, 2011 APMP Executive Director Rick Harris announced that Lohfeld Consulting Group is now one of APMP’s Approved Training Organizations (ATOs), allowing us to provide APMP training workshops and administer the APMP-Foundation™ Level accreditation exams. "APMP now has five ATOs with the Lohfeld Consulting Group confirmation,” said Rick Harris."This company leads by example - [How to make the decision to bid or no bid](https://lohfeldconsulting.com/blog/2011/04/to-bid-or-not-to-bid/) - The bid/no-bid decision is the most important decision you can make in the bidding process. Making it correctly can raise your win rate, increase your company's revenue growth rate, and reduce your overall cost of new business acquisition. Making it poorly can cost you, your proposal team, and maybe your company. Bob Lohfeld discusses the - [Planning for Better Capture Management](https://lohfeldconsulting.com/blog/2011/01/7-steps-to-better-capture-management/) - Interview with Bob Lohfeld Q: What is capture management? Lohfeld: Capture management is everything a company does to raise its win probability between the time it decides to pursue an expected government contract and the time the RFP is released. Q:How does it work? Lohfeld: After identifying an opportunity before the RFP is released, the - [Color Team Reviews—Purposes and Goals](https://lohfeldconsulting.com/blog/2011/03/color-team-reviews-purposes-and-goals/) - Alternative content This week, proposal development expert Beth Wingate, APMP Fellow, offers a quick rundown of what to review for in the various color team reviews and offers tips for running effective reviews. Color reviews help to ensure a compliant, compelling proposal response. Your Chief Reviewer should select a team from within your organization (include - [How to integrate capture, proposals, and BD effectively](https://lohfeldconsulting.com/blog/2011/03/integrating-the-capture-and-proposal-management-processes-in-business-development/) - Integrating The Capture And Proposal Management Processes in Business Development View more presentations from Lohfeld Consulting Group - [How to get clients to communicate the schedule accurately](https://lohfeldconsulting.com/blog/2011/03/faking-deadlines-foils-confidence-in-proposal-team/) - Dear Proposal Doctor, How can I get my clients to communicate the schedule accurately? We provide print and graphic services, so we are just one part of the proposal machine. Often the clients don’t communicate when there are extensions and leave us waiting for information. Or they give fake deadlines -- I believe their intent - [How to have the conversation about roles and responsibilities](https://lohfeldconsulting.com/blog/2011/03/two-hats/) - Dear Proposal Doctor, People say I have a big head, but believe me, I would prefer to only wear one hat. Unfortunately, my capture manager is not doing his job. Communications with subcontractors are erratic and inconsistent, the pricing team does not have a strategy, and progress towards a viable solution is slow. Every time - [How to not kill your capture manager post-RFP](https://lohfeldconsulting.com/blog/2011/03/capture-manager-creates-chaos-in-post-rfp-collaboration/) - Dear Proposal Doctor, Please help me to not kill my capture manager! This person is still running some of the meetings even though the RFP is out. The meetings are long and rambling. There are no agendas and no action items. Proposal contributors are losing faith that we know what we are doing. They want - [Get the Most Out of Your Contract Debriefing](https://lohfeldconsulting.com/blog/2011/01/get-the-most-out-of-your-contract-debriefing-2/) - Win or lose, you are entitled to receive a debriefing from the government to help you understand the basis for an award decision. You must request your debriefing in writing within three days after receiving notification of contract award, otherwise your request might be declined. The government will do its best to provide the debriefing - [How to make daily standup meeting more productive](https://lohfeldconsulting.com/blog/2014/11/ask-proposal-doctor-eliminate-daily-standup-meetings/) - Proposal Doctor Wendy Frieman weighs in on the value of daily proposal standup meetings. - [MS Word tips and tricks for non-desktop publishers](https://lohfeldconsulting.com/blog/2014/11/appmavens-ms-word-tips-and-tricks-for-non-desktop-publishers-nov-21-2014/) - MS Word is the industry standard tool for developing proposals. Beth Wingate helps non-desktop publishers get the most out of the product to make proposals look professional. - [How Win Lab can help you improve proposal scores](https://lohfeldconsulting.com/blog/2014/11/win-lab-recap/) - Check out Brenda Crist's practical processes for developing high-scoring proposals, methods for mitigating risks, and tips for saving bid and proposal time and money. - [How to empower bid and proposal development using yoga](https://lohfeldconsulting.com/blog/2014/12/proposal-yoga-recap/) - Lisa Pafe shares yoga poses adapted to the workplace - download her 2014 APMP-NCA Conference presentation and proposal yoga handout. - [Should we have procurement reform or just improvement?](https://lohfeldconsulting.com/blog/2014/12/should-we-have-procurement-reform-or-just-improvement-2/) - Read Bob Lohfeld's analysis of APMP's Closing the Procurement Execution Gap survey report and download the report. - [Let's stop bashing LPTA and find an alternative](https://lohfeldconsulting.com/blog/2014/12/lets-stop-bashing-lpta-and-find-an-alternative-2/) - Per Bob Lohfeld, if we are going to move away from LPTA bids, then we must offer an alternative that helps the government achieve lower acquisition costs, while not sacrificing performance in the process. - [How a Proposal Postmortem is like an Agile Retrospective](https://lohfeldconsulting.com/blog/2014/12/an-agile-retrospective/) - What can we learn from our counterparts in software engineering? What new perspectives can we adopt from agile principles? After all, we are all developing a product—theirs is software, and ours is the proposal. - [The end of the incumbent empire - 10 ways to unseat the incumbent](https://lohfeldconsulting.com/blog/2014/12/the-end-of-the-incumbent-empire-10-ways-to-unseat-the-incumbent/) - Lisa Pafe provides 10 proven best practices to create a competitive edge over the incumbent in today’s changing environment - Lohfeld Business Winning Webinar. - [Is price reasonableness really unreasonable?](https://lohfeldconsulting.com/blog/2014/12/is-price-reasonableness-really-unreasonable-2/) - Bid and proposal expert Bob Lohfeld offers a warning and advice about how the government applies price reasonableness and cost realism rules, and how often a low price can just get lower. - [Q&A Part 1: 7 secrets from inside government source evaluations](https://lohfeldconsulting.com/blog/2014/12/qa-part-1-from-7-secrets-from-inside-government-source-evaluations-and-how-you-can-use-them-to-create-winning-proposals/) - Here is Part 1 of the questions we received during the 7 secrets from inside government source evaluations and how you can use them to create winning proposals webinar with answers from Wendy Frieman. - [Q&A Part 1: The end of the incumbent empire](https://lohfeldconsulting.com/blog/2014/12/qa-part-1-from-the-end-of-the-incumbent-empire-10-ways-to-unseat-the-incumbent/) - Check out Q&A Part 1 from Lisa Pafe's webinar with additional insights for creating a competitive edge over the incumbent in today’s changing environment. - [Q&A Part 2: The end of the incumbent empire](https://lohfeldconsulting.com/blog/2015/01/qa-part-2-from-the-end-of-the-incumbent-empire-10-ways-to-unseat-the-incumbent/) - Check out Q&A Part 2 from Lisa Pafe's webinar with additional insights for creating a competitive edge over the incumbent in today’s changing environment. - [COMPLEX TECHNOLOGY GRANTS: How cybersecurity is driving new grant funding](https://lohfeldconsulting.com/blog/2024/12/complex-technology-grants-how-cybersecurity-is-driving-new-grant-funding/) - The Rising Demand for Cybersecurity Solutions Cybersecurity threats are evolving at an alarming rate, encompassing everything from data breaches and ransomware attacks to sophisticated state-sponsored espionage. These threats pose significant risks to national security, economic stability, and individual privacy. As a result, governments, private enterprises, and non-profit organizations are increasingly prioritizing cybersecurity in their funding - [20 BD habits to kill off in 2015](https://lohfeldconsulting.com/blog/2015/01/20-bd-habits-to-kill-off-in-2015/) - Too many companies are stuck in the past with obsolete business development practices. Here are 20 things to stop doing now if you want to succeed in 2015. - [What was big in 2014 and what will be big in 2015](https://lohfeldconsulting.com/blog/2015/01/a-look-back-at-2014-and-a-look-ahead-to-2015/) - Host Mark Amtower interviews Larry Allen, and Bob Lohfeld on the big issues from 2014 and what will be big in 2015 on "Amtower Off Center." Topics include: 2014 as the year of the layfoff for BD, capture, and proposal professionals DoD budget squeeze and the rise of civilian spending Budget reductions bottoming out? LPTA blowback? The unintended consequences of - [How to stop the endless cycle of color reviews](https://lohfeldconsulting.com/blog/2015/01/how-to-stop-the-endless-cycle-of-color-reviews-ask-proposal-doctor/) - Proposal Doctor Wendy Frieman shares ideas for stopping the endless cycle of color reviews. - [5 strategies to get your team performing…and winning](https://lohfeldconsulting.com/blog/2015/02/5-strategies-to-get-your-team-performingand-winning/) - Lisa Pafe shares 5 strategies to move BD, Capture, and Proposal teams more rapidly from forming and storming to the performing stage. - [Capture and proposal innovations: time management](https://lohfeldconsulting.com/blog/2015/02/capture-and-proposal-innovations-time-management/) - People, processes, and technology innovations can save time or be time wasters. Be sure that you understand the difference. Lisa Pafe shares insights and tips. - [Three strategies for growing in adjacent markets](https://lohfeldconsulting.com/blog/2015/02/three-strategies-for-growing-in-adjacent-markets/) - How your company expands into adjacent markets relies on know what you do well, what your customer wants, and understanding that sometimes the only path to growth is an acquisition. - [“To outsource or not to outsource, that is the question”](https://lohfeldconsulting.com/blog/2015/02/to-outsource-or-not-to-outsource-that-is-the-question-2/) - Bob Lohfeld advises WashingtonExec Federal Acquisition Council for BD Professionals on outsourcing business development functions in the federal marketplace. - [The single biggest communication problem – and how to fix it](https://lohfeldconsulting.com/blog/2015/03/the-single-biggest-communication-problem-and-how-to-fix-it-2/) - Teams can communicate in many ways—in-person, phone, text, email, chat, social media, Web —yet the message is still garbled. Lisa Pafe suggests 5 ideas to connect. - [The benefits of understanding dissenting perspectives now](https://lohfeldconsulting.com/blog/2015/03/the-benefits-of-understanding-dissenting-perspectives-2/) - Julia Quigley shares thoughts on building credibility you can wield to resolve conflict, muscle through roadblocks, and challenge your teams to higher standards. - [Q&A Part 3: The end of the incumbent empire](https://lohfeldconsulting.com/blog/2015/03/qa-part-3-from-the-end-of-the-incumbent-empire-10-ways-to-unseat-the-incumbent-2/) - Check out Q&A Part 3 from Lisa Pafe's webinar with additional insights for creating a competitive edge over the incumbent in today’s changing environment. - [20 ways to reduce B&P costs and still win](https://lohfeldconsulting.com/blog/2015/03/20-ways-to-reduce-bp-costs-and-still-win-2/) - Bob Lohfeld shares some of the reasons we found that proposal costs are higher than they should be. - [Q&A Part 3: The end of the incumbent empire](https://lohfeldconsulting.com/blog/2015/03/qa-part-3-from-the-end-of-the-incumbent-empire-10-ways-to-unseat-the-incumbent/) - 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 as non-incumbents. Rapid technological change, as well as fiscal constraints, mean that customers are more willing to consider alternatives. Still, winning a bid against an - [Part 4: The end of the incumbent empire](https://lohfeldconsulting.com/blog/2015/03/qa-part-4-from-the-end-of-the-incumbent-empire-10-ways-to-unseat-the-incumbent-2/) - Check out Q&A Part 4 from Lisa Pafe's webinar with additional insights for creating a competitive edge over the incumbent in today’s changing environment. - [Part 4: The end of the incumbent empire](https://lohfeldconsulting.com/blog/2015/03/qa-part-4-from-the-end-of-the-incumbent-empire-10-ways-to-unseat-the-incumbent/) - 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 as non-incumbents. Rapid technological change, as well as fiscal constraints, mean that customers are more willing to consider alternatives. Still, winning a bid against an - [The end of the incumbent empire: Part 2 10 ways to retain your incumbency](https://lohfeldconsulting.com/blog/2015/03/the-end-of-the-incumbent-empire-part-2-10-ways-to-retain-your-incumbency-2/) - Lisa Pafe provides 10 proven best practices to keep your incumbency intact in today’s changing Federal Government contracting environment. - [How to improve the quality of proposal content - Part 1](https://lohfeldconsulting.com/blog/2015/04/improving-the-quality-of-proposal-content-with-a-writing-model-part-1/) - Julia Quigley suggests that spending time training your proposal writers is the best use of your limited resources - now and in the long term. - [How DOD is moving away from LPTA](https://lohfeldconsulting.com/blog/2015/04/is-dod-moving-away-from-lpta-2/) - The Defense Department is moving away from the use of lowest price contracts. At least that's the message from the top, but how long will it take to trickle down? - [5 ways to give thanks (without saying it)](https://lohfeldconsulting.com/blog/2015/04/5-ways-to-give-thanks-without-saying-it/) - Lisa Pafe discusses the importance of expressing gratitude and shares 5 ways to thank and recognize colleagues and employees. - [How to activate your listening campaign](https://lohfeldconsulting.com/blog/2015/04/2948/) - As you strive to understand what is “behind the curtain,” take an honest look at your listening skills when developing your proposals. - [What instructional designers can teach SMEs to improve proposal content](https://lohfeldconsulting.com/blog/2015/05/learning-about-brain-syncing-with-smes-from-instructional-design/) - Julia Quigley shares Connie Malamed's three-part process for brain syncing with SMEs - a solid approach for anyone interviewing a SME for a proposal. - [How to use confidence to lead proposals](https://lohfeldconsulting.com/blog/2015/06/using-confidence-to-lead/) - Lack of confidence gets in the way of using your skills to submit winning proposals. Teams follow leadership best when you choose to exude confidence. - [How to give your brain the space to work](https://lohfeldconsulting.com/blog/2015/06/2930/) - Julia Quigley shares that the practice of delaying select tasks can improve your productivity and creativity. - [How to implement 3 meeting best practices](https://lohfeldconsulting.com/blog/2015/06/3-meeting-management-best-practices/) - Save everyone some time and build credibility by scheduling meetings only when discussion is required, inviting the right people, and guiding meeting attendees before and after the meeting. - [How to win business in a changing GovCon market](https://lohfeldconsulting.com/blog/2015/07/winning-business-in-a-changing-govcon-market/) - Lohfeld Consulting's Bob Lohfeld and Lisa Pafe join host Mark Amtower to discuss what you can do to help your company win more government business. - [The Decline of the Incumbent Empire by Lisa Pafe](https://lohfeldconsulting.com/blog/2015/07/the-decline-of-the-incumbent-empire-lisa-pafe-2/) - Lisa Pafe examines ways incumbents can defend their position and retain rebid work and how non-incumbents can leverage current market trends to defeat incumbents. - [How to write persuasive proposals using the APB method](https://lohfeldconsulting.com/blog/2015/07/apbs-of-persuasive-proposal-writing-for-reluctant-writers-enigmatic-engineers-and-circuitous-smes-2/) - Learn this proven process to make writing manageable and produce compliant, easy-to-evaluate text that highlights your company’s strengths. - [Are the new LPTA limits a sign DoD is trying to phase out LPTA?](https://lohfeldconsulting.com/blog/2015/07/are-the-new-lpta-limits-a-sign-dod-is-trying-to-phase-out-lpta/) - Listen to Francis Rose and Bob Lohfeld on In Depth. Bob says new lowest price/technically acceptable (LPTA) limits may be a sign DoD is trying to phase out LPTA. - [What seven questions to ask when making bid decisions](https://lohfeldconsulting.com/blog/2015/07/7-questions-to-answer-when-making-bidno-bid-decisions/) - One of the best ways to improve your win-rate is improving how you decide which contracts to bid on and which to walk away from. Here's how. - [How the winners won SEWP V](https://lohfeldconsulting.com/blog/2015/07/how-the-winners-won-sewp-v-2/) - Procurement Expert Bob Lohfeld dives into SEWP V and analyzes NASA's process and how the contract ended up with 202 winners. - [How to Maximize the FY2015 final quarter with Tom Temin and Bob Lohfeld](https://lohfeldconsulting.com/blog/2015/07/maximizing-the-final-quarter-of-fy-2015-with-tom-temin-and-bob-lohfeld/) - Lohfeld Consulting CEO and long-time federal sales expert Bob Lohfeld joined Tom Temin on the Federal Drive with tips on managing the upcoming year-end rush. - [Best way to get new proposal managers up to speed - Ask Proposal Doctor](https://lohfeldconsulting.com/blog/2015/07/best-way-to-get-new-proposal-managers-up-to-speed-ask-proposal-doctor/) - Proposal Doctor Wendy Frieman shares insights for training proposal managers in terminology, skills, and concepts. - [5 ways to grab your share of the fourth-quarter rush](https://lohfeldconsulting.com/blog/2015/07/5-ways-to-grab-your-share-of-the-fourth-quarter-rush-2/) - The government spends a third of its total annual budget in the 4th quarter, and here are 5 steps that can help your company grab its share of the opportunities. - [How to reduce stress and make fun a priority](https://lohfeldconsulting.com/blog/2015/08/make-fun-a-priority/) - Maryann Lesnick provides suggestions for making the job of producing proposals more fun. - [Win rates double with 7 Quality Measures - updated](https://lohfeldconsulting.com/blog/2015/09/win-rates-double-with-7-quality-measures-updated/) - Lohfeld Consulting Group’s 7 quality measures more than double proposal win rates and help government contractors compete more effectively. - [How to deal with employment dissatisfaction in the proposal shop](https://lohfeldconsulting.com/blog/2015/11/dealing-with-employment-dissatisfaction-change-whats-in-your-control/) - When faced with workplace dissatisfaction, most people try to change their environments when they should be changing themselves. Read more from Julia Quigley. - [In search of new cheese – avoid stagnation](https://lohfeldconsulting.com/blog/2015/12/in-search-of-new-cheese-avoid-stagnation/) - One thing is certain: the Cheese is always changing and moving, and we need to change with it to survive. When the Cheese runs out, it’s time to put on our running shoes and search for new Cheese. - [How to calm your monkey mind](https://lohfeldconsulting.com/blog/2015/12/calming-your-monkey-mind/) - We are all frantically busy. We can't relax. Our down time is spent checking Twitter, Instagram, Facebook, etc. Our minds are twisting, swinging in all directions, and leaping from branch to branch. In Buddhism it is aptly called Monkey Mind. And it impacts your health by increasing stress as well as your productivity by reducing your - [How to get ready for the peak MACs and GWAC season](https://lohfeldconsulting.com/blog/2015/12/are-you-ready-for-the-peak-season-of-macs-and-gwacs-2/) - I’m sure everyone is familiar with the government’s annual buying cycle where purchases peak in the fourth quarter of the fiscal year, but did you know there’s a similar cycle for multiple award (MACs) and government wide acquisition contracts (GWACs)—and the cycle for these contracts peaks every 10 years. For those who are deeply involved - [Q&A: Target the right IDIQs and GWACs Now](https://lohfeldconsulting.com/blog/2016/01/qa-target-the-right-idiqs-and-gwacs-and-win-your-share-of-task-orders-webinar-replay-2/) - Lisa Pafe answers questions raised during her webinar on how to target and win the right GWACs/IDIQs for your company, and capture and proposal processes that help win task order proposals. - [How to increase your competitiveness and proposal excellence](https://lohfeldconsulting.com/blog/2016/01/webinar-replay-increasing-your-competitiveness-and-proposal-excellence-2-2/) - Bob Lohfeld explores objectives of winning proposals, critical evaluation factors, and a new standard for excellence with your proposals in this webinar replay. - [The challenging search for good procurement practices](https://lohfeldconsulting.com/blog/2016/01/the-challenging-search-for-good-procurement-practices-2/) - Bob Lohfeld analyzes current trends in procurement and finds that agencies are mostly focused on expediency and not on enhancing mission outcomes. The result will only hurt government and industry. - [Pick the deals you can win: Bob Lohfeld](https://lohfeldconsulting.com/blog/2016/01/pick-the-deals-you-can-win-bob-lohfeld/) - The government typically spends around a third of its budget in the last quarter of the fiscal year. Time is running out for companies to get a piece of that business and pick deals they can win. Bob Lohfeld tells In Depth with Francis Rose he's got a five-step plan to help you get your - [Capture the top 20 contract opportunities in FY 2016](https://lohfeldconsulting.com/blog/2016/01/capture-the-top-20-contract-opportunities-in-fy-2016-webinar-replay-2/) - Watch the Lohfeld Consulting Group and Bloomberg Government webinar replay to learn how to prepare for the biggest opportunities of FY16. - [Bob Lohfeld: Are worst acquisition practices converging at DoD?](https://lohfeldconsulting.com/blog/2016/01/bob-lohfeld-are-worst-acquisition-practices-converging-at-dod-2/) - In Depth with Francis Rose and Bob Lohfeld discuss NDAA, DOD acquisition reforms, convergence of worst acquisition practices, and the challenging search for good procurement practices. - [How to target the right IDIQs and GWACs and win task orders](https://lohfeldconsulting.com/blog/2016/01/webinar-replay-target-the-right-idiqs-and-gwacs-and-win-your-share-of-task-orders-2/) - Lisa Pafe discusses recent trends, how to target and win the right GWACs/IDIQs for your company, and capture and proposal processes that help win task order proposals. - [The road ahead for contractors in 2016](https://lohfeldconsulting.com/blog/2016/01/the-road-ahead-for-contractors-in-2016-2/) - “Amtower Off Center“ host Mark Amtower interviews Bob Lohfeld and Paul Murphy on issues facing the government contracting community in 2016. - [More favorite business books to start off 2016](https://lohfeldconsulting.com/blog/2016/02/suggestions-from-readers-more-favorite-business-books-to-start-off-2016-2/) - Beth Wingate shares more recommendations of “must-reads" and favorite business books for 2016. - [How to use the "Send Personally" application](https://lohfeldconsulting.com/blog/2016/03/using-send-personally-in-bd-and-proposals-2/) - The right tool can save you precious time in BD—and Julia Quigley shares hints for using Send Personally, a hidden gem to save time when composing emails. - [How to use the "Send Personally" application](https://lohfeldconsulting.com/blog/2016/03/using-send-personally-in-bd-and-proposals/) - Technology has increased the capacity for what we can do in proposals, but with the plethora of new tech coming out, it’s hard to keep up and sometimes great products fail to garner national attention. In this post, I’m featuring the send personally application that isn’t widely known but could save you time in business - [Here's how to tune up your business for 2016](https://lohfeldconsulting.com/blog/2016/02/heres-how-to-tune-up-your-business-for-2016-2/) - Business development and capture expert Bob Lohfeld offers step-by-step guidance on evaluating your business and moving forward to win more opportunities in 2016. - [AppMaven's 250+ recommended tools for 2016](https://lohfeldconsulting.com/blog/2016/02/appmavens-250-recommended-pc-web-based-ios-android-and-windows-tools-for-2016-2/) - Download AppMaven's newly updated "Favorite Proposal Software Tools and Apps" checklist of handy PC and web-based apps and iOS/Android/Windows tools. - [Discriminating your offer: 5 steps to competitive edge](https://lohfeldconsulting.com/blog/2016/03/discriminating-your-offer-5-steps-to-competitive-edge-2/) - Lisa Pafe provides 5 key steps for discriminating your bid from the competition and gaining the competitive edge. - [Favorite business books to give you the edge in 2016](https://lohfeldconsulting.com/blog/2016/03/suggestions-from-readers-more-favorite-business-books-to-start-off-2016/) - At the end of 2015, I asked a number of my favorite business development, capture and proposal management, and leadership gurus for their recommendations of “must-read” and all-time favorite business books. Everyone generously provided a plethora of suggestions—many of which I'm now pouring through while recovering from the Blizzard of '16 (watching the 15' snow - [AppMaven's 250+ recommended tools for 2016](https://lohfeldconsulting.com/blog/2016/03/appmavens-250-recommended-pc-web-based-ios-android-and-windows-tools-for-2016/) - Everyone involved with winning business for their companies uses technology (laptops/tablets/smart phones/wearables) daily to aid their efforts. Whether you focus on BD, capture, proposal management, writing, editing, graphics, or contracts, you have favorite tools you couldn’t live without! Forrester surveyed 2,045 technology decision makers, and over half "reported that wearables were a priority—32% replying that - [4 must-do's if you are bidding on Alliant 2](https://lohfeldconsulting.com/blog/2016/03/4-must-dos-if-you-are-bidding-on-alliant-2-2/) - RFPs for Alliant 2 will be out shortly, and there is no time like the present to get organized. Lisa Pafe shares 4 must-do's before the final solicitation drops. - [[Webinar replay] 4 ways to leverage project staff for your BD efforts](https://lohfeldconsulting.com/blog/2016/03/webinar-replay-4-ways-to-leverage-project-staff-for-your-bd-efforts/) - Learn how to multiply the power of your company’s BD, capture, and proposal staff by tapping the potential of your project team to enhance company growth. - [25-Point Checklist: Secure Proposal Writing Success Now](https://lohfeldconsulting.com/blog/2024/12/25-point-checklist-secure-proposal-writing-success-now/) - Boost your confidence in proposal writing with Lohfeld Consulting's 25-point checklist of best practices. A well-crafted proposal communicates your values and distinguishes you from competitors. Inspired by Lohfeld Consulting's expertise, this checklist offers actionable steps to refine your proposal writing skills and enhance your chances of winning bids. We organized the 25-point checklist items into - [3 ways to predict if you have a shot at Alliant 2](https://lohfeldconsulting.com/blog/2016/04/3-ways-to-predict-if-you-have-a-shot-at-alliant-2/) - Lohfeld Consulting's business development expert Lisa Pafe provides a guideline for analyzing whether your company has a shot at winning a spot on Alliant 2. - [DoD releases new Source Selection Procedures](https://lohfeldconsulting.com/blog/2016/04/dod-releases-new-source-selection-procedures/) - Download new DoD Source Selection Procedures issued March 31, 2016 to review some important changes that affect how you compete to win negotiated procurements. - [How DoD redefined the source selection process](https://lohfeldconsulting.com/blog/2016/05/dod-revamps-source-selection-process/) - DoD's new source selection process redefines best value, tightens use of LPTA, and changes the definition of neutral past performance. Bob Lohfeld explains. - [How to Become a Presentation Pro [presentation slides and handout]](https://lohfeldconsulting.com/blog/2016/05/become-a-presentation-pro-presentation-slides-and-handout/) - APMP’s top speakers sharing their secrets for successful public speaking. Check out our presentation tips and handout as you prepare for your next presentation! - [Benchmarking: Improve Your Win Rate Through Continuous Quality Improvement [presentation slides]](https://lohfeldconsulting.com/blog/2016/05/benchmarking-improve-your-win-rate-through-continuous-quality-improvement-presentation-slides/) - Download Maryann Lesnick's 2016 APMP Bid & Proposal Con presentation and learn how to improve win rates by benchmarking against industry best practices. - [GSA VETS 2 & Alliant 2 - Get a Second Opinion](https://lohfeldconsulting.com/blog/2016/06/gsa-vets-2-alliant-2-get-a-second-opinion-2/) - An independent review process is critical to your VETS 2 and Alliant 2 bids. Seek a second opinion in order to produce a compliant bid with the maximum possible score. - [How GSA can help agencies gain efficiencies using FITARA](https://lohfeldconsulting.com/blog/2016/06/can-gsa-help-agencies-gain-efficiencies/) - Poor FITARA scores open an opportunity for GSA to help agencies but will the creation of the new Technology Transformation Service pay off? Lisa Pafe discusses. - [GSA Alliant 2: Focus now on Product Service Codes (PSCs)](https://lohfeldconsulting.com/blog/2016/06/gsa-alliant-2-focus-now-on-product-service-codes-pscs-2/) - Begin your research today so you are prepared when GSA releases the final Alliant 2 and Alliant 2 SB RFPs. - [Replay & podcast | Ask the Govcon Experts | Bob Lohfeld & Bill Gormley answer your top BD, capture, and proposal-related questions](https://lohfeldconsulting.com/blog/2016/06/replay-podcast-ask-the-govcon-experts-bob-lohfeld-bill-gormley-answer-your-top-bd-capture-and-proposal-related-questions/) - Watch the webinar replay or listen to the podcast to find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market. - [How to bid to win - Bob Lohfeld on Amtower Off Center](https://lohfeldconsulting.com/blog/2016/07/bidding-to-win-bob-lohfeld-on-amtower-off-center/) - “Amtower Off Center” host Mark Amtower interviews Bob Lohfeld, CEO of Lohfeld Consulting Group, on the state of the govcon market and bidding to win. - [Alliant 2: What does GSA want?](https://lohfeldconsulting.com/blog/2016/07/alliant-2-what-does-gsa-want/) - Proposal expert Lisa Pafe of Lohfeld Consulting analyzes several Alliant 2 requirements that are raising questions among bidders on the $50 billion vehicle. - [Q&A Part 1: How to break into government markets](https://lohfeldconsulting.com/blog/2016/08/qa-part-1-breaking-into-government-markets/) - Bob Lohfeld and Bill Gormley share how to find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market. Read the Q&A, watch the webcast, or listen to the podcast. - [Q&A Part 2: Topics in the news; DOD procurement reform](https://lohfeldconsulting.com/blog/2016/08/qa-part-2-topics-in-the-news/) - Bob Lohfeld and Bill Gormley share how to find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market. Read the Q&A, watch the webcast, or listen to the podcast. - [Q&A Part 4: Capture and proposal processes](https://lohfeldconsulting.com/blog/2016/08/qa-part-4-capture-and-proposal-processes/) - Bob Lohfeld and Bill Gormley share how to find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market. Read the Q&A, watch the webcast, or listen to the podcast. - [Q&A Part 3: Small/mid-tier competition considerations—and what it means to be a large organization with contracts moving back into small business set asides](https://lohfeldconsulting.com/blog/2016/08/qa-part-3-smallmid-tier-competition-considerations-and-what-it-means-to-be-a-large-organization-with-contracts-moving-back-into-small-business-set-asides/) - Bob Lohfeld and Bill Gormley share how to find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market. Read the Q&A, watch the webcast, or listen to the podcast. - [Employees improve your company's wealth by updating past performance](https://lohfeldconsulting.com/blog/2016/09/past-performance-the-wealth-of-a-company/) - Brenda Crist shares tips for prepping past performance and proof points that document your approaches, record your accomplishments, and reflect your customer’s satisfaction. - [GSA Alliant 2 extended: what does it mean?](https://lohfeldconsulting.com/blog/2016/09/gsa-alliant-2-extended-what-does-it-mean/) - Lisa Pafe comments on the GSA Alliant 2 extension to Sept. 23 and gives suggestions for improving your bid. - [Make the annual update of resumes a win-win proposition](https://lohfeldconsulting.com/blog/2016/09/make-the-annual-update-of-resumes-a-win-win-proposition/) - Brenda Crist suggests making updating resumes a win-win proposition by teaching staff how to prepare professional accomplishment-based resumes and rewarding them with awards or small bonuses for a job well done. - [Q&A Part 5: General questions - BD, Capture, and Proposals](https://lohfeldconsulting.com/blog/2016/10/qa-part-5-general-questions-bd-capture-and-proposals/) - Bob Lohfeld and Bill Gormley share how to find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market. Read the Q&A, watch the webcast, or listen to the podcast. - [4 market trends and 20 federal contracts vendors should know about in 2017](https://lohfeldconsulting.com/blog/2016/11/4-market-trends-and-20-federal-contracts-vendors-should-know-about-in-2017/) - 4 market trends and 20 federal contracts vendors should know about in 2017 | Federal News Radio - [As Trump administration approaches, what’s next for contractors?](https://lohfeldconsulting.com/blog/2016/12/as-trump-administration-approaches-whats-next-for-contractors/) - As the clock ticks down to the end of the Obama era and the start of the Trump administration, federal contractors are wondering, what’s next? - [How to Seize AAMAC's $15B AI Innovation Opportunity](https://lohfeldconsulting.com/blog/2024/12/how-to-seize-aamacs-15b-ai-innovation-opportunity/) - The Department of Defense’s (DOD) Chief Digital and Artificial Intelligence Office (CDAO) intends for the Artificial Intelligence Multiple Award Contract (AAMAC) program to enable rapid, sustained access to a broad array of data management, analytics, and artificial intelligence (AI) capabilities. AAMAC will provide digital products and tools that enable data-informed decision-making, drive organizational efficiencies, improve - [COMPLEX TECHNOLOGY GRANTS: How to Make Your DARPA Biotech Grant Secure Funding](https://lohfeldconsulting.com/blog/2024/12/complex-technology-grants-how-to-make-your-darpa-biotech-grant-secure-funding/) - Innovation is the key to staying ahead in the ever-evolving landscape of national security. The Defense Advanced Research Projects Agency’s (DARPA) Biological Technologies Office is at the forefront of harnessing the power of biology to address the most pressing challenges of our time. From enhancing human performance to safeguarding our ecosystems, DARPA invites visionary thinkers - [Can you improve your proposal operations (and your win rate)?](https://lohfeldconsulting.com/blog/2017/01/can-you-improve-your-proposal-operations-and-your-win-rate-2/) - To provide a roadmap for improvement, Lohfeld Consulting Group's Proposal Improvement Assessment delivers detailed, actionable recommendations to dramatically improve results. - [GSA OASIS SB Pool 2: New mod opens the door to more bidders](https://lohfeldconsulting.com/blog/2017/01/gsa-oasis-sb-pool-2-new-mod-opens-the-door-to-more-bidders/) - GSA issued a new modification on Jan. 5 that significantly widens the opportunity for Small Businesses to apply for the OASIS Pool 2 On-Ramp. GSA extended the deadline to submit proposals from Jan. 10 to Jan. 26 to accommodate these changes. - [Contracting under the first Trump administration](https://lohfeldconsulting.com/blog/2017/01/contracting-under-a-trump-administration-2/) - Larry Allen, Lisa Pafe, and Nick Wakeman discuss issues facing government contractors during the presidential transition with Mark Amtower on “Amtower Off Center”. - [How to improve your company’s internal bid awareness](https://lohfeldconsulting.com/blog/2017/01/how-to-improve-your-companys-internal-bid-awareness-2/) - Brenda Crist suggests implementing an internal communications plan—an alerting process—to provide your team sufficient time to prepare and respond to RFIs/RFPs. - [Lohfeld Consulting Group announces changes to senior leadership team](https://lohfeldconsulting.com/blog/2017/01/lohfeld-consulting-group-announces-changes-to-senior-leadership-team-2/) - Beth Wingate promoted to President, Amy Barden to COO, Lisa Pafe to Vice President, and Brenda Crist to Vice President. Bob Lohfeld continues as CEO. - [[Webinar replay] Top 20 bids for 2017—and the market trends that will affect how you build your pipeline](https://lohfeldconsulting.com/blog/2017/01/webinar-replay-top-20-bids-for-2017-and-the-market-trends-that-will-affect-how-you-build-your-pipeline-2/) - Get our govcon experts’ insights on the Top 20 bids for 2017 and the market trends that will affect how you build your pipeline - watch the webinar replay. - [Q&A Part 1 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline](https://lohfeldconsulting.com/blog/2017/01/qa-part-1-top-20-bids-for-2017-and-the-market-trends-that-will-affect-how-you-build-your-pipeline/) - Lohfeld govcon experts answer audience questions received during our recent Top 20 bids for 2017 webinar. Here is part 1 of our Q&A. - [Five ideas to help your teams (and yourself)!](https://lohfeldconsulting.com/blog/2017/01/five-ideas-to-help-your-teams-and-yourself/) - Lisa Pafe advises proposal managers on creating better outcomes for proposal response teams. - [How your skills rank against APMP key competency areas](https://lohfeldconsulting.com/blog/2017/01/rank-your-bd-capture-and-proposal-skills-against-apmp-key-competency-areas/) - How would you rank in comparison to key competency areas defined by APMP – the Association of Record for Bid, Proposal, Business Development, Capture, and Graphics Professionals? - [How to respond to changing government market conditions](https://lohfeldconsulting.com/blog/2017/02/procurement-innovation/) - Contracts won now will impact the next 5-10 years of revenues irrespective of administration. Adjust capture and proposal processes and innovate accordingly to maximize wins. - [High-value but not-so-high-profile government contracts](https://lohfeldconsulting.com/blog/2017/02/high-value-but-not-so-high-profile/) - Brenda Crist advises that as more work moves to high-profile IDIQ contracts, understanding and analyzing potential TOs is crucial to building your pipeline. - [How to prepare Section 508-compliant proposal documents using MS Word](https://lohfeldconsulting.com/blog/2017/03/preparing-section-508-compliant-proposal-documents-using-ms-word/) - Brenda Crist shares 10 quick tips for creating Section 508-compliant documents using MS Word. - [Show me the money! (Part 1) What is Go-to-Market?](https://lohfeldconsulting.com/blog/2017/03/show-me-the-money-part-1/) - Here's part 1 of our new series on the importance of Go-to-Market (GTM) Strategy—a significant tool for successful BD and sales efforts. - [An introduction to editing for non-editors (Part 1) – content editing](https://lohfeldconsulting.com/blog/2017/03/an-introduction-to-editing-for-non-editors-part-1-content-editing/) - Julia Quigley explores content editing in detail. Look for part 2 in her series, which will focus on copy editing. - [The IT Modernization Bill lives!](https://lohfeldconsulting.com/blog/2017/03/the-it-modernization-bill-lives/) - According to NextGov, Representative Will Hurd (R-Texas) will reintroduce the Modernizing Government Technology (MGT) Act this week. Hurd, with Representative Gerry Connolly (D-Virginia), originally sponsored MGT in September 2016 to tackle the Federal Government’s aging IT infrastructure. The previous administration had proposed a $3.1 billion IT Modernization Fund to address the fact that up to - [Show me the money! (Part 3) Building your Go-to-Market strategy](https://lohfeldconsulting.com/blog/2017/04/show-me-the-money-part-3-building-your-go-to-market-strategy/) - Karen Gauthier discusses how to build your Go-to-Market strategy once you have details from your internal and external research (see GTM series Part 2 - The data behind a Go-to-Market strategy), reviewed and evaluated data results, and determined your most effective direction. - [Show me the money! (Part 4) Effective messaging and communications to attract and engage customers](https://lohfeldconsulting.com/blog/2017/04/show-me-the-money-part-4-effective-messaging-and-communications-to-attract-and-engage-customers/) - Karen Gauthier reviews the importance of developing a brand position and marketing strategy/messaging campaign as part of your Go-to-Market strategy. - [Meet Liz Skarlatos: “Princess Leia” of capture managers](https://lohfeldconsulting.com/blog/2017/05/meet-liz-skarlatos-princess-leia-of-capture-managers/) - Get Liz Skarlatos' perspective on capture, trending mistakes in capture management, recommendations for senior capture managers and consultants, and tips for career development. - [Do you understand how to show you understand? (Part 1 of 2)](https://lohfeldconsulting.com/blog/2017/05/do-you-understand-how-to-show-you-understand-part-1-of-2/) - Lisa Pafe shares six common pitfalls in showing your "understanding" in your proposal response - and how to avoid them. - [Section 809 Panel—what’s it all about?](https://lohfeldconsulting.com/blog/2017/06/section-809-panel-whats-it-all-about/) - Maryann Lesnick explores the Section 809 Panel's objectives to streamline and improve the efficiency and effectiveness of the defense acquisition process and help our military maintain technological advantage. - [Thanks for joining us at APMP Bid & Proposal Con 2017!](https://lohfeldconsulting.com/blog/2017/06/thanks-for-joining-us-at-apmp-bid-proposal-con-2017/) - Check out our team's presentations and handouts from the 2017 APMP Bid & Proposal Con in New Orleans! See you in 2018 in San Diego! - [10 steps to high scoring proposals | Amtower Off-Center](https://lohfeldconsulting.com/blog/2017/06/10-steps-to-high-scoring-proposals-amtower-off-center/) - Amtower Off Center host Mark Amtower interviews proposal expert Bob Lohfeld on Bob’s new book: 10 Steps to Creating High-Scoring Proposals. - [How and why RFPs get wired](https://lohfeldconsulting.com/blog/2017/07/a-360-degree-view-of-wired-rfps/) - Brenda Crist explores strategies for government and industry to mitigate negative impacts from wired RFPs and safeguard your company's bid and proposal funds. - [Do you understand how to show you understand? (Part 2 of 2)](https://lohfeldconsulting.com/blog/2017/07/do-you-understand-how-to-show-you-understand-part-2-of-2/) - Lisa Pafe shares 5 common pitfalls and 5 tips to a great risk mitigation approach that demonstrates your understanding of the customer and the contract in your proposal. - [Proposal Writing and the Eight-Second Attention Span](https://lohfeldconsulting.com/blog/2017/07/proposal-writing-and-the-eight-second-attention-span-2/) - In this webinar, Lisa Pafe will reprise her SPAC 2017 presentation - highly rated in the SPAC feedback survey and relevant for all proposal managers and writers. - [Can sole-source and innovation go hand-in-hand?](https://lohfeldconsulting.com/blog/2017/07/can-sole-source-and-innovation-go-hand-in-hand/) - The VA is awarding a sole source contract worth billions to Cerner for a new electronic health record system, but can a contract with no competition also bring innovation? - [How to grow business in an increasingly competitive and stagnant market](https://lohfeldconsulting.com/blog/2017/07/how-government-contractors-can-grow-in-an-increasingly-competitive-and-stagnant-market/) - Brenda Crist shares why the use of GWACs/IDIQs will increase and the importance of acquiring them to grow your business. - [How the eight-second attention span impacts proposal writing](https://lohfeldconsulting.com/blog/2017/08/presentation-available-proposal-writing-and-the-eight-second-attention-span/) - Lisa Pafe shows how to modernize our proposal writing to win in the digital age, using persuasive, attention-grabbing techniques such as calls to action, exceeding expectations, and clearly relevant writing. - [Alliant 2 and other billion-dollar contracts worth watching](https://lohfeldconsulting.com/blog/2017/08/alliant-2-and-other-billion-dollar-contracts-worth-watching-this-fall/) - Lisa Pafe and Beth Wingate sat down with Federal News Radio's Jason Miller to discuss the latest updates on Alliant 2 (GSA requested bidders extend their offers through Dec. 31) and bids we're tracking for FY17/FY18. - [IAC-MAC: Are you ready for one of FY18’s biggest IDIQs?](https://lohfeldconsulting.com/blog/2017/09/iac-mac-are-you-ready-for-one-of-fy18s-biggest-idiqs/) - IAC-MAC is a must win for contractors that perform C4ISR work as it may become the vehicle of choice at the expense of Seaport-e, Alliant, and IT-70. Learn more... - [What are the root causes of “100 words that kill your proposal”](https://lohfeldconsulting.com/blog/2017/10/the-root-causes-and-solutions-to-100-words-that-kill-your-proposal/) - Brenda Crist provides examples of some of the 100 words that kill proposals, the potential root causes of their use, and solutions for avoiding them. - [DHS FLASH 2.0: Should you invest in this procurement?](https://lohfeldconsulting.com/blog/2017/10/dhs-flash-2-0-should-you-invest-in-this-procurement/) - DHS cancelled the $1.5 billion Flexible Agile Support for the Homeland (FLASH) procurement May 26, a Small Business set-aside procured through DHS Procurement Innovation Lab (PIL). - [How strong is your business ecosystem?](https://lohfeldconsulting.com/blog/2017/10/how-strong-is-your-business-ecosystem/) - A high proposal win rate requires a highly capable bid and proposal team, in addition to a strong business ecosystem. - [Proposal writing and the eight-second attention span webinar](https://lohfeldconsulting.com/blog/2017/10/presentation-available-proposal-writing-and-the-eight-second-attention-span-2/) - Learn how to modernize your proposal writing to win in the digital age, using persuasive, attention-grabbing techniques and clearly relevant writing. - [The SUPER IT Task Orders](https://lohfeldconsulting.com/blog/2017/11/the-super-it-task-orders/) - In Fiscal-Year 2018, twenty Super Information Technology (IT) Tasks Orders with combined ceiling values of more than $4.4 billion, and spending to date of more than $4 billion will exceed their ultimate expiration date and become eligible for competition. - [The SUPER Professional Services Task Orders](https://lohfeldconsulting.com/blog/2017/11/the-super-professional-services-task-orders/) - In Fiscal-Year 2018, 20 Super Professional Services Task Orders with combined ceiling values of more than $19.6 billion, and spending to date of more than $19.5 billion will exceed their ultimate expiration date and become eligible for competition. - [The SUPER Small Business Task Orders](https://lohfeldconsulting.com/blog/2017/11/the-super-small-business-task-orders/) - In FY18, 20 Super Small Business Tasks Orders (TOs) with combined ceiling values of more than $1.3 billion and spending to date of more than $1.2 billion will exceed their ultimate expiration date and become eligible for competition. - [Recording available | Proposal writing and the eight-second attention span](https://lohfeldconsulting.com/blog/2017/12/recording-available-proposal-writing-and-the-eight-second-attention-span/) - Learn how to modernize your proposal writing to win in the digital age, using persuasive, attention-grabbing techniques and clearly relevant writing. - [IT modernization: Another step to contract consolidation](https://lohfeldconsulting.com/blog/2017/12/it-modernization-another-step-to-contract-consolidation/) - Federal IT modernization will drive more contract consolidation. Here are the risks and opportunities you need to know. - [How proposal review teams can derail your win](https://lohfeldconsulting.com/blog/2018/01/are-your-proposal-review-teams-derailing-the-win/) - Here's how to get your proposal reviews back on track. - [A 2017 Recap - Part 1 | Amtower Off-Center](https://lohfeldconsulting.com/blog/2018/01/a-2017-recap-part-1-amtower-off-center/) - Host Mark Amtower interviews industry experts Bob Lohfeld, Nick Wakeman, and Jason Miller - [A 2017 Recap - Part 2 | Amtower Off-Center](https://lohfeldconsulting.com/blog/2018/01/a-2017-recap-part-2-amtower-off-center/) - Host Mark Amtower interviews industry experts Bob Lohfeld, Nick Wakeman, and Jason Miller - [The real cost of CRs and shutdowns | Amtower Off-Center](https://lohfeldconsulting.com/blog/2018/01/the-real-cost-of-crs-and-shutdowns-amtower-off-center/) - Mark Amtower talks with Simon Szykman (CTO of Attain and former CIO of Commerce) and Bob Lohfeld (CEO, Lohfeld Consulting) about continuing resolutions and shutdowns. - [How to deal with six personality types that influence proposal reviews](https://lohfeldconsulting.com/blog/2018/02/are-personalities-ruling-your-color-team-reviews/) - Lisa Pafe shares 6 proposal reviewer "personality types" and six tips for how to deal with them. - [5 tips for improving your business pipeline and bottom line](https://lohfeldconsulting.com/blog/2018/02/5-tips-for-improving-your-business-pipeline-and-bottom-line/) - Brenda Crist shares five tips that can help re-energize your businesses pipeline and increase your win rate. - [Creating a unified corporate focus on winning new business](https://lohfeldconsulting.com/blog/2018/03/creating-a-unified-corporate-focus-on-winning-new-business-through-knowledge-management/) - Improve access to your organization's information assets and improve your proposal win rate by improving your internal Knowledge Management (KM) system(s). - [Why you need Best in Class (BIC) contract vehicles now](https://lohfeldconsulting.com/blog/2018/03/best-in-class-bic-contract-vehicles-and-why-you-need-them/) - Brenda Crist suggests adding a BIC to your GWAC/IDIQ arsenal of contracts. Inform your agency customer how BIC GWACs benefit them and how to use them. - [Congratulations, you won an IDIQ! Now what?](https://lohfeldconsulting.com/blog/2018/03/congratulations-you-won-an-idiq-now-what/) - In the past year, two major Government Wide Acquisition Contracts (GWACs), Alliant Small Business and CIO-SP3 Small Business, had major on-ramps. - [How to apply five Agile scrum values to proposal management](https://lohfeldconsulting.com/blog/2018/03/agile-proposal-management-team-values/) - Maryann Lesnick explores how principles of agile and scrum provide opportunities to improve proposal processes and outcome —improving our win rates. - [How to Apply Agile Practices to Proposal Team Roles](https://lohfeldconsulting.com/blog/2018/04/agile-proposal-management-proposal-team-roles/) - It takes a team to produce a winning proposal, and they must work together effectively through productive interactions. This does not mean that processes and tools are not important, but simply that the interaction between people on the team is more important. - [Seven Keys to Successful Solutioning](https://lohfeldconsulting.com/blog/2018/04/seven-keys-to-successful-solutioning/) - A compelling solution speaks directly to what the customer values. It details your discriminating value proposition: how your solution exceeds customer expectations for quality, timeliness, cost-effectiveness, compliance, mission success and/or risk mitigation. - [Think Positive for Positive Results](https://lohfeldconsulting.com/blog/2018/04/think-positive-for-positive-results/) - We’ve all heard the saying about the glass being half empty or half full. Your answer to this question can have profound affects on your proposal group and your bottom line win rate. Attitude is everything. - [Get Ready for the Q3 and Q4 SUPER Task Orders](https://lohfeldconsulting.com/blog/2018/05/get-ready-for-the-q3-and-q4-super-task-orders/) - Contract holders can expect a roaring third and fourth quarter 2018 - [Why do companies bid without performing capture](https://lohfeldconsulting.com/blog/2018/05/bids-with-no-capture/) - Bidding without any knowledge of the customer requirements greatly diminishes the chance of winning and increases transition and operational risks. A company with mature pipeline practices allocates sufficient time and resources for all its capture and proposal efforts. - [The procurement environment in 2018 | Amtower Off Center](https://lohfeldconsulting.com/blog/2018/05/the-procurement-environment-in-2018-amtower-off-center/) - Recently on Amtower Off Center, host Mark Amtower interviews Stan Soloway and Bob Lohfeld on several issues impacting government contracting. - [How Mergers and Acquisitions Impact Proposal Professionals](https://lohfeldconsulting.com/blog/2018/05/the-impact-of-mergers-and-acquisitions-on-proposal-professionals/) - Every year mergers and acquisitions impact the positions of many proposal industry members. - [How MACs can increase your bottom line](https://lohfeldconsulting.com/blog/2018/06/how-macs-can-increase-your-bottom-line/) - Brenda Crist explains what MACs are and why they matter to every government contractor. - [What do you do after winning a MAC?](https://lohfeldconsulting.com/blog/2018/06/what-do-you-do-after-winning-a-mac/) - Winning a MAC presents a terrific opportunity to grow your company and shouldn't be squandered. Brenda Crist provides 10 tips to jump start your competitive advantage. - [Maximize your competitive edge to win more MAC task orders](https://lohfeldconsulting.com/blog/2018/06/maximize-your-competitive-edge-to-win-more-mac-task-orders/) - Brenda Crist explains how a select group of companies earns most of the dollars on a given MAC, and what can other companies learn from their success. - [What you can do before exceeding the $27.5M size standard](https://lohfeldconsulting.com/blog/2018/06/before-you-burst-through-the-27-5m-size-standard/) - Some small businesses have achieved remarkable success with MACs, while others graduate just above the $27.5M size standard and must overcome resource challenges to enter the mid-tier range. Brenda Crist shares lessons learned. - [Strategic differentiation with a customer focus](https://lohfeldconsulting.com/blog/2018/07/strategic-differentiation-with-a-customer-focus/) - Perhaps one of the hardest aspects of our industry is coming up with real differentiators to cite in our proposals. - [How to mitigate the effects of proposal brain](https://lohfeldconsulting.com/blog/2018/07/proposal-brain/) - Mental fatigue is real and can affect your proposal success - [Set Your Sights on USDA Centers of Excellence Bids for Q4 and Beyond](https://lohfeldconsulting.com/blog/2018/08/set-your-sights-on-usda-centers-of-excellence-bids-for-q4-and-beyond/) - A series of acquisitions covering multiple skill sets, technology stacks, and application portfolios. - [Opportunity Alert: GSA CAMEO Recompete](https://lohfeldconsulting.com/blog/2018/08/opportunity-alert-gsa-cameo-recompete/) - GSA's desired outcomes for the new contract(s) focus on transformation aligned with a defined solutions architecture governed and aligned with the FAS Business Architecture and GSA Enterprise Architecture. - [How Ready is Your Capture?](https://lohfeldconsulting.com/blog/2018/11/how-ready-is-your-capture/) - Using Lohfeld Consulting Group’s 12 Key Performance Indicators (KPIs) to analyze your capture effort - [Beware the OASIS On-Ramp. It isn't as easy as it looks](https://lohfeldconsulting.com/blog/2018/12/beware-the-oasis-on-ramp-it-isnt-as-easy-as-it-looks/) - GSA announced they are adding hundreds of contractors to the five OASIS Small Business and Unrestricted Pools. - [How to Improve your Writing Series - Avoid Nominalizations](https://lohfeldconsulting.com/blog/2019/02/improve-your-writing-series-avoid-nominalizations-in-your-proposals/) - Use active verbs for clarity and effectiveness and avoid nominalization. - [Keys to creating winning proposals | Amtower Off Center](https://lohfeldconsulting.com/blog/2019/03/keys-to-creating-winning-proposals-amtower-off-center/) - What are the biggest issues facing set-aside companies as they move to full and open competition? - [How to win your next customer coding challenge](https://lohfeldconsulting.com/blog/2019/04/integrate-coding-challenges-into-your-proposal-strategy/) - Coding challenges are tests sent to evaluate the offeror’s ability to build a minimal viable product (MVP) or web-based app to respond to a set of requirements. - [Nudging Toward Change](https://lohfeldconsulting.com/blog/2019/04/nudging-toward-change/) - We may be more effective in driving change if we nudge our colleagues and employees towards desired behaviors rather than demanding rapid adoption. - [How to Make the Most of Your GSA Schedules](https://lohfeldconsulting.com/blog/2019/05/five-tips-to-make-the-most-of-the-your-gsa-schedules/) - General Services Administration (GSA) schedules are the largest and most widely used acquisition vehicles in Government. - [Applying an Agile Tool to Make Your Proposal Processes Better](https://lohfeldconsulting.com/blog/2018/10/applying-an-agile-tool-to-make-your-proposal-processes-better/) - Using lessons learned from each proposal effort to improve our approach the next time - [How to Beat a Losing Streak](https://lohfeldconsulting.com/blog/2019/05/how-to-beat-a-losing-streak/) - As proposal professionals, we understand that everyone faces a loss at one time or another. But facing a losing streak can be devastating to morale, confidence, and job security. Here are five tips to rebound from a string of losses. - [How to Improve Win Rates through Asset Integration and Content Management](https://lohfeldconsulting.com/blog/2019/05/improve-win-rates-through-asset-integration-and-content-management/) - APMP Bid & Proposal Con 2019 Presentation – Maryann Lesnick, Lohfeld Consulting Group - [Strength-Based Winning™: Training Refresh](https://lohfeldconsulting.com/blog/2019/06/strength-based-winning-training-refresh/) - Learn how to develop a discriminating value proposition that government evaluators will award top scores. - [L versus M – Here is where to start your proposal](https://lohfeldconsulting.com/blog/2019/06/l-versus-m-where-do-i-start/) - Using section M as the basis of your proposal could result in a non-compliant bid. - [The keys to winning government contracts | Amtower Off Center](https://lohfeldconsulting.com/blog/2019/07/the-keys-to-winning-government-contracts/) - Click here to listen to Mark's interview On July 22, 2019 on Amtower Off Center, host Mark Amtower interviews Bob Lohfeld, Founder and CEO of Lohfeld Consulting Group and Andy Patrichuk, partner and GM of Deep Water Point on identifying, pursuing, bidding and winning contracts. Topics include: market outlook, including the growth of “Best in class” - [How to Lead Proposal Teams on the Fly](https://lohfeldconsulting.com/blog/2019/10/leading-teams-on-the-fly/) - To be successful, team leaders must understand the difference between teamwork and teaming. - [GWACs, BICs, & Category Management: Where does Small Biz fit? | Amtower Off Center](https://lohfeldconsulting.com/blog/2020/01/gwacs-bics-category-management-where-does-small-biz-fit-amtower-off-center/) - The impact of GWACs and IDIQs on small businesses. - [Steps for getting the most out of your B&P dollars](https://lohfeldconsulting.com/blog/2020/01/12-tips-to-get-the-most-out-of-your-bp-dollars/) - Through careful planning there are measures you can take to stretch your B&P dollars - [Beware the dangers of groupthink](https://lohfeldconsulting.com/blog/2020/02/beware-the-dangers-of-groupthink/) - Proposal color team reviews don’t work. - [COVID-19: What Can Federal Contractors Do?](https://lohfeldconsulting.com/blog/2020/03/covid-19-what-can-federal-contractors-do/) - Federal contractors must take advantage of delays and downtime. - [Proposal Yoga – 5 Stay Home Stress Reducers](https://lohfeldconsulting.com/blog/2020/04/proposal-yoga-5-stay-home-stress-reducers/) - Yoga Alliance Experienced Certified Yoga Teacher (e-RYT 200), Lisa Pafe suggests five yoga poses tied to the proposal life cycle. - [The steps you can take to win “must win” deals now](https://lohfeldconsulting.com/blog/2020/04/winning-must-win-deals/) - Understand the customer’s needs, not just their requirements - [[Webinar replay available] Social distancing - Why it impacts your proposal writing (and 6 strategies for winning content) | Lohfeld Business Winning Webinar](https://lohfeldconsulting.com/blog/2020/04/webinar-replay-available-social-distancing-why-it-impacts-your-proposal-writing-and-6-strategies-for-winning-content-lohfeld-business-winning-webinar-2/) - Watch this webinar replay to learn six strategies for adapting and changing your proposal writing to win more…virtually. - [What happens to business performance during a pandemic](https://lohfeldconsulting.com/blog/2020/05/business-performance-during-a-disease-outbreak/) - A relevant research study for working safely in the midst of an outbreak. - [How to review your proposal to move beyond 'Acceptable'](https://lohfeldconsulting.com/blog/2020/05/how-to-review-your-proposal-to-move-beyond-acceptable/) - At a minimum, proposals must be compliant and responsive. - [A Way to Help Project Managers and SMEs Write Better Proposals](https://lohfeldconsulting.com/blog/2020/05/a-way-to-help-project-managers-and-smes-write-better-proposals/) - You would think that such people would be great proposal writers, but many of them struggle to contribute responsive and compelling proposal content. Even those who are champion report writers or study leaders can have problems developing great proposal content. - [How to Win with Risk Now](https://lohfeldconsulting.com/blog/2020/06/how-to-win-with-risk/) - Mine these diamonds and you will increase your win rate - [Let's merge schedules and GWACs to create something really innovative](https://lohfeldconsulting.com/blog/2020/08/lets-merge-schedules-and-gwacs-to-create-something-really-innovative/) - Combining the best features into a new program focused on simplicity, technology, and commercial practices. - [Your proposal is not a story](https://lohfeldconsulting.com/blog/2020/08/your-proposal-is-not-a-story/) - The typical evaluator is not looking to read every page. In fact, many evaluators admit that they skim or scan and search to find content. - [MULTI-PART SERIES: Meeting with Acquisition officials - Up close and personal, Part 1](https://lohfeldconsulting.com/blog/2020/09/multi-part-series-meeting-with-acquisition-officials-up-close-and-personal-part-1/) - A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA. - [MULTI-PART SERIES: How to have better meetings with Acquisition officials - Up close and personal, Part 2](https://lohfeldconsulting.com/blog/2020/09/multi-part-series-how-to-have-better-meetings-with-acquisition-officials-up-close-and-personal-part-2/) - A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA. - [Resumes for the Win](https://lohfeldconsulting.com/blog/2020/09/resumes-for-the-win/) - Resumes are the least appreciated proposal section. - [MULTI-PART SERIES: The Goldilocks approach to sharing information and cold calling - Up close and personal, Part 3](https://lohfeldconsulting.com/blog/2020/09/multi-part-series-the-goldilocks-approach-to-sharing-information-and-cold-calling-up-close-and-personal-part-3/) - A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA. - [MULTI-PART SERIES: How proposals are scored - Up close and personal, Part 4](https://lohfeldconsulting.com/blog/2020/10/multi-part-series-how-proposals-are-scored-up-close-and-personal-part-4/) - Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this fourth installment, Doug and Jacob discuss how proposals are scored as part of developing a strategy for winning business at an agency. - [MULTI-PART SERIES: Influencing the Acquisition process and LPTA solicitations - Up close and personal, Part 5](https://lohfeldconsulting.com/blog/2020/10/multi-part-series-influencing-the-acquisition-process-and-lpta-solicitations-up-close-and-personal-part-5/) - A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA. - [MULTI-PART SERIES: The Competitive Range - Up close and personal, Part 6](https://lohfeldconsulting.com/blog/2020/10/multi-part-series-the-competitive-range-up-close-and-personal-part-6/) - A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA. - [Webinar: Ten tips for telling effective proposal stories now](https://lohfeldconsulting.com/blog/2020/10/webinar-replay-available-your-proposal-is-not-a-story-and-10-tips-for-telling-effective-proposal-stories-lohfeld-business-winning-webinar/) - Gain insight into how evaluators score and rate your proposal, why stories improve your score, and how to create stories that substantiate the discriminating Strengths of your solution. Get 10 proposal story tips you can use immediately to craft winning proposal narratives. - [A Recipe for Best Value at the Lowest Price](https://lohfeldconsulting.com/blog/2020/11/a-recipe-for-best-value-at-the-lowest-price/) - Understand what is valuable to your customer - [Why give evaluators what they want…and nothing more](https://lohfeldconsulting.com/blog/2020/12/give-the-evaluators-what-they-wantand-nothing-more/) - Unwanted content—whether it is irrelevant, not required, or uncalled for—wastes space, wastes the government evaluator’s time, and wastes company Bid and Proposal (B&P) resources. Better to have a compelling proposal under page count than to fill all available space with content that frustrates evaluators. So, cut it out! - [Turn that losing streak around now (or avoid a losing streak in the first place!)](https://lohfeldconsulting.com/blog/2021/01/turn-that-losing-streak-around-now-or-avoid-a-losing-streak-in-the-first-place/) - Our 10 tips to help you - [An insider’s look at government source selection: Part 1](https://lohfeldconsulting.com/blog/2021/07/webinar-replay-available-an-insiders-look-at-government-source-selection-how-it-really-works-and-what-you-need-to-know-part-1-lohfeld-business-winning-webinar/) - Click to watch webinar replay and download presentation Our free two-part series examines the Federal Government acquisition and source selection life cycle with our experts in DOD, GSA, and civilian agency acquisition and source selections. We discuss: Procurement Planning – How does the government prepare for their procurements? (Part 1) Proposal Evaluations – What is - [LIVE ONLINE - Strength-Based Winning™ for Federal Contractors | May 3-5, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2021/11/live-online-strength-based-winning-for-federal-contractors-may-3-5-2022-4-hours-per-day-over-3-days/) - Date: May 3-5, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED 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 - [LIVE ONLINE - Modern Proposal Writing for Federal Contractors | June 14-16, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2021/11/live-online-modern-proposal-writing-for-federal-contractors-june-14-16-2022-4-hours-per-day-over-3-days/) - Date: June 14-16, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED In this class, you will learn how to modernize your proposal writing, resulting 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 - [LIVE ONLINE - Proposal Management for Federal Contractors | June 7-9, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2021/11/live-online-proposal-management-for-federal-contractors-june-7-9-2022-4-hours-per-day-over-3-days/) - Date: June 7-9, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED Proposal management covers the process government contractors use to create winning proposals for full-and-open competitions and task order contracts. Proposal management follows a structured process comprising a series of scalable actions and steps aimed at creating high-scoring proposals - [50 Words and Phrases You Can Use to Improve Resumes Now](https://lohfeldconsulting.com/blog/2022/03/50-words-and-phrases-to-use-in-resumes/) - Customers look for candidates, who understand their work, and possess the skills to help them achieve their objectives and overcome challenges. Customers also look for candidates, who have achieved recognition from their customers and industry and who show thought leadership and innovative approaches. Resumes that merely present a laundry list of tasks the candidate has - [LIVE ONLINE - Modern Proposal Writing for Federal Contractors | July 19-21, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/04/live-online-modern-proposal-writing-for-federal-contractors-july-19-21-2022-4-hours-per-day-over-3-days/) - Date: July 19-21, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED In this class, you will learn how to modernize your proposal writing, resulting 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 - [LIVE ONLINE - Modern Proposal Writing for Federal Contractors | September 20-22, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/04/live-online-modern-proposal-writing-for-federal-contractors-september-20-22-2022-4-hours-per-day-over-3-days/) - Date: September 20-22, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED In this class, you will learn how to modernize your proposal writing, resulting 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 - [LIVE ONLINE - Modern Proposal Writing for Federal Contractors | November 1-3, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/04/live-online-modern-proposal-writing-for-federal-contractors-november-1-3-2022-4-hours-per-day-over-3-days/) - Date: November 1-3, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED In this class, you will learn how to modernize your proposal writing, resulting 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 - [Proposal Management for Federal Contractors - LIVE ONLINE Training | December 6-8, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/04/live-online-proposal-management-for-federal-contractors-december-6-8-2022-4-hours-per-day-over-3-days/) - Proposal management covers the process government contractors use to create winning proposals for full-and-open competitions and task order contracts. Proposal management follows a structured process comprising a series of scalable actions and steps aimed at creating high-scoring proposals that result in winning bids. Date: December 6-8, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each - [LIVE ONLINE - Capture Management for Federal Contractors | July 26-28, 2022 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/04/live-online-capture-management-for-federal-contractors-july-26-28-2022-4-hours-per-day-over-3-days/) - Date: July 26-28, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED In this on-line, instructor-led class, you’ll learn how successful government contractors consistently win the programs they pursue. Capture management is the process used by government contractors to pursue and win new business. In this online three-module seminar, you’ll - [LIVE ONLINE - Capture Management for Federal Contractors | October 18-20, 2022 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/04/live-online-capture-management-for-federal-contractors-october-18-20-2022-4-hours-per-day-over-3-days/) - Date: October 18-20, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED In this on-line, instructor-led class, you’ll learn how successful government contractors consistently win the programs they pursue. Capture management is the process used by government contractors to pursue and win new business. In this online three-module seminar, you’ll - [LIVE ONLINE - Strength-Based Winning™ for Federal Contractors | September 13-15, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/04/live-online-strength-based-winning-for-federal-contractors-september-13-15-2022-4-hours-per-day-over-3-days/) - Date: September 13-15, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED 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 - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | December 13-15, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/04/live-online-strength-based-winning-for-federal-contractors-december-13-15-2022-4-hours-per-day-over-3-days/) - 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 - [APMP Foundation Level Certification Training Class | July 22, 2022 | Sponsored by the APMP Chesapeake and Liberty Chapters](https://lohfeldconsulting.com/blog/2022/04/apmp-foundation-level-certification-training-class-july-22-2022-sponsored-by-the-apmp-chesapeake-and-liberty-chapters/) - Date: July 22, 2022 Location: LIVE, INSTRUCTOR-LED WEBINAR Lohfeld Consulting Group and the APMP Chesapeake Chapter and Liberty Chapter are offering a 1-day webinar to prepare attendees to pass the APMP Foundation Certification. APMP offers the only professional certification program for those working in a bid and proposal environment. This Lohfeld Consulting Group course trains - [LIVE ONLINE - Preparing Teams to Grow Business for Federal Contractors | July 12-14, 2022 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/04/live-online-preparing-teams-to-grow-business-for-federal-contractors-july-12-14-2022-4-hours-per-day-over-3-days/) - Date: July 12-14, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED In this interactive class, attendees learn how to win their recompetes, grow business organically, support growth on new contracts, conduct technical demonstrations for customers, and report technical and operational status. Companies can use the new skills their teams - [Why you can eliminate win themes in your proposals now](https://lohfeldconsulting.com/blog/2022/05/the-rationale-for-eliminating-win-themes-in-proposals/) - If you attended a proposal writing class years ago, the instructor taught you to include win themes in every major proposal section. The instructor told you to link win themes to discriminators found in your offer and that the most powerful win themes discriminated your offer from those of your competitors. While it is good - [Best-in-class or worst-in-class?](https://lohfeldconsulting.com/blog/2022/05/best-in-class-or-worst-in-class/) - Given the recurring problems with large multiple-award contract vehicles, the government needs to reevaluate how it bundles the purchasing of IT products and services. What started out to be best-in-class acquisitions may become worst-in-class procurements. There is no denying that when the government says it is going to bundle up a major portion of the - [How to explain a recompete proposal to staff members](https://lohfeldconsulting.com/blog/2022/06/how-much-or-how-little-to-tell-staff-about-a-recompete/) - Companies have varying policies about how much they involve staff members in recompetes and when they do so. Some maintain an utter cone of silence except for the participation of the Project Manager. These companies usually don’t involve their staff because, they do not want to: Disrupt ongoing operations Alarm their staff and promote their - [The steps to increase a proposal's confidence score now](https://lohfeldconsulting.com/blog/2022/07/increase-your-confidence-rating-score/) - If your proposal is evaluated in accordance with Federal Acquisition Regulation (FAR) subparts 8.4, 15.3, 16.505, and Part 13, the Government can use a confidence rating to score all or part of a proposal. Confidence ratings are another form of an adjectival rating. However, only FAR Subpart 15.3 requires documentation of relative strengths, deficiencies, significant - [The New Realities of Business Development](https://lohfeldconsulting.com/blog/2022/08/the-new-realities-of-business-development/) - Traditionally, companies expect business developers to maintain strong relationships with customers, use those relationships to forge the basis for winning proposals, and over the course of multiple proposals meet the company’s annual growth targets. To fill business jobs, companies look for candidates with 10-15 years of experience developing business for specific Government agencies, who also - [Pop Quiz – How Likely are You to Win Your Recompete?](https://lohfeldconsulting.com/blog/2022/08/pop-quiz-how-likely-are-you-to-win-your-recompete/) - Pop Quiz – How Likely are You to Win Your Recompete? Table 1 contains a list of reasons why companies win recompetes. Take the quiz to determine how likely you are to win. Give yourself one point for every question you answer yes. Analyze your score and then click on the following links to learn - [APMP Foundation Level Certification Training Class | January 20, 2023 | Sponsored by the APMP Chesapeake Chapter](https://lohfeldconsulting.com/blog/2022/10/apmp-foundation-level-certification-training-class-january-20-2023-sponsored-by-the-apmp-chesapeake-chapter/) - Lohfeld Consulting Group and the APMP Chesapeake Chapter are offering a 1-day webinar to prepare attendees to pass the APMP Foundation Certification. APMP offers the only professional certification program for those working in a bid and proposal environment. Date: January 20, 2023 Time: Class starts at 8:00 am US Eastern Location: LIVE, INSTRUCTOR-LED WEBINAR This - [How to correctly use personal pronouns in government proposals](https://lohfeldconsulting.com/blog/2022/10/use-of-personal-pronouns-in-government-proposals/) - During one of Lohfeld Consulting Group’s recent proposal writing classes, a student asked, “how should we use personal pronouns in government proposals?” I answered that I always tried to be respectful of the customer I was addressing and the person to whom I am referring in the proposal and use their pronouns of choice. However, - [Opportunity at a glance: OASIS Plus Multi-Agency Contract](https://lohfeldconsulting.com/blog/2022/11/opportunity-at-a-glance-oasis-plus-multi-agency-contract/) - On September 15, 2022, the Office of Professional Services and Human Capital (PSHC) released the eighth in a series of program updates to keep industry abreast of the latest news on the development of OASIS Plus (OASIS+). OASIS+ is an opportunity to expand upon the original OASIS successes. - [Capture Management for Federal Contractors - LIVE ONLINE Training | January 24-26, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/11/capture-management-for-federal-contractors-live-online-training-january-24-26-2023-4-hours-per-day-over-3-days/) - In this online, Capture Management for Federal Contractors instructor-led class, you’ll learn how successful government contractors consistently win the programs they pursue. Date: January 24-26, 2023 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED Capture management is the process used by government contractors to pursue and win new business. In - [Capture Management for Federal Contractors - LIVE ONLINE Training | April 18-20, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/11/capture-management-for-federal-contractors-live-online-training-april-18-20-2023-4-hours-per-day-over-3-days/) - In this online, Capture Management for Federal Contractors instructor-led class, you’ll learn how successful government contractors consistently win the programs they pursue. Date: April 18-20, 2023 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED Capture management is the process used by government contractors to pursue and win new business. In - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | February 7-9, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/11/strength-based-winning-for-federal-contractors-live-online-training-february-7-9-2023-4-hours-per-day-over-3-days/) - 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 - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | May 9-11, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/11/strength-based-winning-for-federal-contractors-live-online-training-may-9-11-2023-4-hours-per-day-over-3-days/) - 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 - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | March 21-23, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/11/modern-proposal-writing-for-federal-contractors-live-online-training-march-21-23-2023-4-hours-per-day-over-3-days/) - 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. Date: March 21-23, - [Proposal Management for Federal Contractors - LIVE ONLINE Training | June 6-8, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2022/11/proposal-management-for-federal-contractors-live-online-training-june-6-8-2023-4-hours-per-day-over-3-days/) - Proposal management covers the process government contractors use to create winning proposals for full-and-open competitions and task order contracts. Proposal management follows a structured process comprising a series of scalable actions and steps aimed at creating high-scoring proposals that result in winning bids. Date: June 6-8, 2023 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each - [How CIO-SP4 is setting a record for protests!](https://lohfeldconsulting.com/blog/2022/11/cio-sp4-sets-a-record-for-protests/) - Jason Miller, Executive Editor at Federal News Network, reached out to me about what went wrong with the CIO-SP4 procurement. I told him NIH should stop trying to restrict the number of award winners and instead open the vehicle to the maximum number of companies. It is time to stop treating this CIO-SP4 as a procurement - [Lohfeld Consulting’s Favorite Things for the Holidays](https://lohfeldconsulting.com/blog/2022/11/lohfeld-consultings-favorite-things-for-the-holidays/) - Here’s a list of our team’s favorite things for the holidays. What would you add to this list? Government RFPs No crazy overtime hours between December 24 and January 1, based on work-intensive RFPs released in December. No more RFPs with requirements 10 times the size of the proposal requirements. No Lowest Price Technically Acceptable - [Whose job is business development and growth?](https://lohfeldconsulting.com/blog/2022/12/whose-job-is-business-development-and-growth/) - If you’re in the government market selling professional services, whose job is business development (BD) and growth? Is it the job of sales and BD to fulfill it? Is it the responsibility of executives and senior management to perform it? Is it the job of everyone—including those dedicated to supporting customer contracts full-time—to support it? - [The reasons why OASIS+ is the bid for you](https://lohfeldconsulting.com/blog/2022/12/is-oasis-for-you/) - GSA released the Draft OASIS+ Multi-Agency Contract (MAC) RFP on November 15, and vendors around the beltway and the country are reviewing it to make their bid decisions. What opportunity does OASIS+ present? What are the challenges to getting an award? What should be considered when making the bid decision? OASIS+ upside OASIS+ presents a - [Run your next proposal review like the government](https://lohfeldconsulting.com/blog/2022/12/run-your-next-proposal-review-like-the-government/) - There is a dichotomy between the way industry and government Source Selection Evaluation Boards (SSEBs) run proposal reviews. In industry, reviewers read the entire proposal and make in-line recommendations concerning how to improve each section. Industry evaluators also verify that suitable win themes are present. How the government reviews proposals In contrast, the government grades - [How you can win business without a proposal now](https://lohfeldconsulting.com/blog/2022/12/winning-business-without-a-proposal/) - You can win new business without writing a proposal using organic growth best practices. In fact, industry executives expect their project management staff to grow contracts by 5-10% annually using organic growth best practices. Eliminate non-starters So how do you grow your business organically? First, identify which contracts cannot accommodate organic growth. Those contracts are - [Did GSA get it wrong on Alliant 3?](https://lohfeldconsulting.com/blog/2022/12/did-gsa-get-it-wrong-on-alliant-3/) - UPDATED December 19, 2022 GSA released its draft for the Alliant 3 procurement on October 19, 2022 and is accepting bidder comments until January 6, 2023. You can submit your comments to A3DraftRFP@GSA.Gov using the comment template released with the draft RFP. I’ve been through the Alliant 3 draft, and I think GSA came up - [Lessons Learned in Strength-Based Winning® from GAO’s Protest Docket](https://lohfeldconsulting.com/blog/2022/12/lessons-learned-in-strength-based-winning-from-gaos-protest-docket/) - One of the best sources to learn about how the government grades best value competitions is the General Accountability Office (GAO) Protest Docket. The Docket explains the proposal requirements, how the government graded the proposal, and provides their justification for the score. The five cases presented below from GAO’s November Protest Docket provide lessons we - [Bid and Proposal Boot Camp - Prepare your team to win business - LIVE ONLINE Training | March 7-9, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2023/01/bid-and-proposal-boot-camp-prepare-your-team-to-win-business-live-online-training-march-7-9-2023-4-hours-per-day-over-3-days/) - Your challenge: You are a successful project team member or leader, and your boss just asked you to help prepare for a recompete or “grow your contract.” You love working with clients but “business development (BD)” and proposals seem arcane and intimidating. What should you do? How do you get started? The solution: In this interactive class, - [Get ready—the government flood gates are opening with 2023 bids](https://lohfeldconsulting.com/blog/2023/01/get-ready-the-government-flood-gates-are-opening-with-2023-bids/) - Thankfully, many government agencies held off on releasing their requests for proposals (RFPs) during the December 2022 holiday season. However, government agencies are now opening the floodgates and releasing numerous multi-billion- and multi-million-dollar RFPs in the January – March 2023 timeframe, including the 15 listed below, which represent a sampling of more than 350 bids - [Missteps to avoid when using GSA's Symphony Procurement Suite](https://lohfeldconsulting.com/blog/2023/01/missteps-to-avoid-when-using-gsas-symphony-procurement-suite/) - GSA has adopted the Symphony Procurement Suite to manage its IDIQ contracts. This web-based, commercial off-the-shelf (COTS) contract management and automation tool from Apex Logic allows government organizations to manage complex contracts. Symphony ensures agencies are purchasing according to fair opportunity laws and rules. GSA is still using eBuy and GSA Assist to manage task - [Met your deadlines with advanced scheduling techniques now](https://lohfeldconsulting.com/blog/2023/01/advanced-scheduling/) - All proposals have one thing in common. Unless they meet their submission deadlines, the customer does not evaluate them, and the company loses the bid. Therefore, verifying the proposal is on schedule is one of the most important duties of the proposal manager. However, most proposal managers don’t manage just one proposal. Most proposal managers - [APMP Foundation Level Certification Training Class | April 21, 2023 | Sponsored by the APMP Chesapeake Chapter](https://lohfeldconsulting.com/blog/2023/01/apmp-foundation-level-certification-training-class-april-21-2023/) - Lohfeld Consulting Group, the APMP Chesapeake Chapter, and the APMP Liberty Chapter are offering a 1-day webinar to prepare attendees to pass the APMP Foundation Certification. APMP offers the only professional certification program for those working in a bid and proposal environment. Date: April 21, 2023 Time: Class starts at 8:00 am US Eastern Location: - [An insufficiently detailed approach – common GAO complaint](https://lohfeldconsulting.com/blog/2023/01/a-sufficiently-detailed-approach-common-gao-complaints/) - Did you know that a common complaint found in the Accountability Office (GAO) Protest Docket is that offerors do not sufficiently describe their approach? When an approach is not adequately detailed, evaluators give it a lesser grade or assign it a weakness. In close competitions, an inferior grade can distinguish between a contract award and - [Book Review: Government Marketing Best Practices 2.0](https://lohfeldconsulting.com/blog/2023/02/book-review-government-marketing-best-practices-2-0/) - Government Marketing Best Practices 2.0 is written by Mark Amtower and the Government Marketing University. The book is a compilation of 17 essays addressing topics including: “Strategic Planning” by Stephanie Geiger “Corporate Branding” by Eileen Rivera “Thought Leadership” by Mark Amtower “Public Relations” by Joyce Bosc “Positioning Your Digital Footprint for Growth” by Janet Waring - [Mitigate turnover risk in your bid and proposal department now](https://lohfeldconsulting.com/blog/2023/02/mitigate-turnover-risk-in-your-bid-and-proposal-department/) - The Bid and Proposal field is rich with new work, advancement, and consulting opportunities. Most experienced bid and proposal professionals receive multiple contacts from recruiters monthly looking to staff jobs. In addition, increasing opportunities for remote work have only widened opportunities to those outside major metro areas. Bid and proposal professionals who understand corporate customers, - [Contractor Performance Assessment Reports (CPARs) Explained for You](https://lohfeldconsulting.com/blog/2023/02/contractor-performance-assessment-reports-cpars/) - Remember when you were in school, and you received report cards? When companies contract with the Federal Government, they receive a report card called a Contractor Performance Assessment Report (CPAR). What is a CPAR? A CPAR assesses a contractor's performance and provides a record, both positive and negative, about a contract during a specific time period. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | May 9-11, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2023/02/modern-proposal-writing-for-federal-contractors-live-online-training-may-9-11-2023-4-hours-per-day-over-3-days/) - 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. Date: May 9-11, - [Top 10 tips for doing more with less](https://lohfeldconsulting.com/blog/2023/03/top-10-tips-for-doing-more-with-less/) - In these days of corporate belt-tightening and layoffs, we all are being called on to do more with less or generate more wins with fewer resources. So, we assembled 10 easy tips for expediting bids and proposals with fewer resources. Create a budget and spending plan for every bid. Your ability to predict costs and - [Six Tips for Hiring Excellent Proposal Consultants](https://lohfeldconsulting.com/blog/2023/03/tips-for-hiring-proposal-consultants/) - Companies are tightening their belts and trying to do more with less while maintaining an exemplary win rate. Hiring proposal consultants is an excellent way to add part-time or on-call support while retaining your company’s valued workforce and not burning them out. In addition, experienced consultants are used to jumping into the fray, working under - [CIO-SP4 Next Steps for You to Take Now](https://lohfeldconsulting.com/blog/2023/03/cio-sp4-next-steps/) - Preliminary notification of an award The National Institutes of Health (NIH) Information Technology Acquisition and Assessment Center (NITAAC) announced they’re providing preliminary notifications of apparent successful offerors for CIO-SP4 on or before March 27, 2023. Given this early preliminary notification, now is a good time to start planning your CIO-SP4 participation. Start preparing to win - [Boost Growth: How to Create a Bid & Proposal Training Budget](https://lohfeldconsulting.com/blog/2023/04/making-the-most-of-your-bid-and-proposal-training-budgets/) - Is your company meeting all its business growth goals? Are your costs per bid at or below your budget? Do your proposals consistently receive the highest scores? If you answered no to any of these questions, your staff could benefit from bid and proposal training. Setting a training budget Start by setting aside a percentage - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | July 18-20, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2023/04/modern-proposal-writing-for-federal-contractors-live-online-training-july-18-20-2023-4-hours-per-day-over-3-days/) - 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. Date: July 18-20, - [Here is Your Ultimate Checklist for Flawless Proposal Delivery](https://lohfeldconsulting.com/blog/2023/04/the-importance-of-a-proposal-submission-checklist/) - Do you know what is just as important as a kickoff meeting checklist? A proposal submission checklist. Each time I complete a proposal, I present whoever is submitting it (usually the company Contracts Manager) with a proposal submission checklist. This checklist is particularly beneficial for multi-volume proposals with multiple attachments and less so for a - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | September 12-14, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2023/04/modern-proposal-writing-for-federal-contractors-live-online-training-september-12-14-2023-4-hours-per-day-over-3-days/) - 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. Date: September 12-14, - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | November 14-16, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2023/04/modern-proposal-writing-for-federal-contractors-live-online-training-november-14-16-2023-4-hours-per-day-over-3-days/) - 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. Date: November 14-16, - [Capture Management for Federal Contractors - LIVE ONLINE Training | October 3-5, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2023/04/capture-management-for-federal-contractors-live-online-training-october-3-5-2023-4-hours-per-day-over-3-days/) - In this online, Capture Management for Federal Contractors instructor-led class, you’ll learn how successful government contractors consistently win the programs they pursue. Date: October 3-5, 2023 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED Capture management is the process used by government contractors to pursue and win new business. In - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | October 24-26, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2023/04/strength-based-winning-for-federal-contractors-live-online-training-october-24-26-2023-4-hours-per-day-over-3-days/) - 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 - [Bid and Proposal Boot Camp - Prepare your team to win business - LIVE ONLINE Training | November 14-16, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2023/04/bid-and-proposal-boot-camp-prepare-your-team-to-win-business-live-online-training-november-14-16-2023-4-hours-per-day-over-3-days/) - Your challenge You're a successful project team member or leader, and your boss just asked you to help prepare for a recompete or “grow your contract.” You love working with clients, but “business development (BD)” and proposals seem arcane and intimidating. What should you do? How do you get started? The solution In this interactive - [Proposal Management for Federal Contractors - LIVE ONLINE Training | December 5-7, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/blog/2023/04/proposal-management-for-federal-contractors-live-online-training-december-5-7-2023-4-hours-per-day-over-3-days/) - Proposal management covers the process government contractors use to create winning proposals for full-and-open competitions and task order contracts. Proposal management follows a structured process comprising a series of scalable actions and steps aimed at creating high-scoring proposals that result in winning bids. Date: December 5-7, 2023 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each - [COMPLEX TECHNOLOGY GRANTS: Unlock Funding - Align Your Tech Vision Now!](https://lohfeldconsulting.com/blog/2024/11/complex-technology-grants-unlock-funding-align-your-tech-vision-now/) - Aligning your tech project with the priorities of grant-making bodies is crucial for securing funding. This blog provides insights into how organizations can tailor their projects to meet the strategic goals of grant providers. Whether it’s addressing societal challenges, fostering innovation, or promoting economic development, understanding these priorities can enhance your project's appeal to funders. - [Win Alliant 3 Now: Here is your Free Strategy and Tracking Tool!](https://lohfeldconsulting.com/blog/2024/09/win-alliant-3-now-here-is-your-free-strategy-and-tracking-tool/) - SEPTEMBER 2024 UPDATE: The Alliant 3 competition just got more intense! With Amendment #2 released on September 19, 2024, the General Services Administration (GSA) has introduced key changes to the scoring table and compliance requirements. Contracts will still be awarded to only 76 companies (with a few more if scores are tied), so verifying that - [COMPLEX TECHNOLOGY GRANTS: The Magic of Grants - Make Your Dreams a Reality](https://lohfeldconsulting.com/blog/2024/11/complex-technology-grants-the-magic-of-grants-make-your-dreams-a-reality/) - Imagine having a genie in a bottle, ready to grant your biggest professional wish. While genies might be a thing of fairy tales, grants are very real opportunities that can turn your dreams into reality. Whether you're a nonprofit looking to expand your community programs, a researcher with a groundbreaking idea, or an artist seeking - [Why GenAI Needs Guidance: Like Managing a New Intern](https://lohfeldconsulting.com/blog/2024/11/why-genai-needs-guidance-like-managing-a-new-intern/) - A US sporting goods company had a global intern program, which sent the brightest young minds to learn about business around the world. One intern, Phil, was sent to the UK subsidiary in Dundee, Scotland. After getting oriented, Phil sat in on his first staff meeting—a monthly status review. About an hour in, the managing - [Army MAPS Industry Day: What You Need to Know Now](https://lohfeldconsulting.com/blog/2024/11/army-maps-industry-day-what-you-need-to-know-now/) - The Army conducted an industry day on Friday, November 8, for the Marketplace for the Acquisition of Professional Services (MAPS) procurement. The purpose of the event was to summarize the MAPS objectives, scope, and timeline, review Sections L and M, host a live Q&A session, and conduct one-on-one meetings with industry to solicit feedback on - [Daily Proposal Standup Meeting Management Tips](https://lohfeldconsulting.com/blog/2023/04/daily-proposal-standup-meeting-management-tips/) - The term “standup meeting” was coined to describe a proposal meeting so brief that attendees could stand without discomfort. Standup meetings should be long enough to efficiently communicate status and mitigate risks and short enough that attendees can resume time-sensitive proposal tasks quickly. Daily standup meetings are similar to Agile Scrum meetings, as both track - [Lessons Learned from the GAO Protest Docket – Part 4](https://lohfeldconsulting.com/blog/2023/04/lessons-learned-from-the-gao-protest-docket-part-4/) - The Government Accountability Office (GAO) Protest Docket is one of the best sources of information to learn how the government grades best-value competitions. The Docket explains the proposal requirements, how the government graded the proposal, and their justification for the score. A summary of three cases from GAO’s March 2023 Protest Docket follows with lessons - [Tips for Increasing the Ease of Evaluation](https://lohfeldconsulting.com/blog/2023/04/tips-for-increasing-the-ease-of-evaluation/) - As an enthusiastic reader of the Government Accountability Office (GAO) Protest Docket, I often see that proposals are not highly scored if the customer doesn’t find the required information in the proposal. In the worst-case scenario, the customer eliminates the proposal from the competition; however, in most cases, the customer gives the proposal a lower - [Using the GAO High-Risk List to Support Capture Now](https://lohfeldconsulting.com/blog/2023/04/using-the-high-risk-list-to-support-capture/) - If your company is looking to help the government solve its most distressing problems, look no further than the Government Accountability Office’s (GAO) High-Risk List. The programs on GAO’s list are updated at the start of each new Congress. They are vulnerable to waste, fraud, abuse, or mismanagement and need transformation. At the top of - [Are You Ready for the D3I2 Bid and Industry Day?](https://lohfeldconsulting.com/blog/2023/07/are-you-ready-for-the-d3i2-bid-and-industry-day/) - Facts At-a-Glance D3I2 Overview D3I2 is the follow-on contract to the current Design, Development, Demonstration, and Integration (D3I) contract. D312 will provide USASMDC with the ability to procure a broad range of space, high altitude (HA), missile defense, and other applicable Warfighter solutions to support customers’ developmental and operational requirements. The anticipated solicitations will include - [COMPLEX TECHNOLOGY GRANTS: Lohfeld Consulting Group and Arizona State University for the Win!](https://lohfeldconsulting.com/blog/2024/10/complex-technology-grants-lohfeld-consulting-group-and-arizona-state-university-for-the-win/) - Congratulations to Arizona State University (ASU) for being awarded five grants under the CHIPS and Science Act! This remarkable achievement highlights ASU's leadership and innovation in semiconductor research and development. We have been proudly providing grant support services to ASU for over 10 years, and we are thrilled to have supported the grant application process - [Haunted by Indecision: The Proposal That Never Stood a Chance](https://lohfeldconsulting.com/blog/2024/10/haunted-by-indecision-the-proposal-that-never-stood-a-chance/) - It’s Halloween night, and the proposal team is battling a nightmare far scarier than any ghouls or goblins: indecisive executives who can’t seem to stick with a pricing strategy. Every time the team thinks they’ve nailed down the proposal, the ground shifts beneath them. The executives demand yet another price adjustment, forcing endless rewrites and - [Prevent Proposal Panic: Strategies for Your Timely Data Calls](https://lohfeldconsulting.com/blog/2024/10/prevent-proposal-panic-strategies-for-your-timely-data-calls/) - In the dark corridors of proposal management, few fears send a chill down a proposal manager’s spine like a looming deadline. Picture this: you’re the proposal manager responsible for an ambitious bid, where every detail must align, every section must sparkle, and every data call must come back on time. But there’s a catch—several parts - [How to Avoid a Proposal Halloween Nightmare](https://lohfeldconsulting.com/blog/2024/10/how-to-avoid-a-proposal-halloween-nightmare/) - It's a dark and stormy Halloween night in the world of government proposals. The clock ticks toward a midnight deadline, and the Capture and Proposal Managers stare at the half-finished technical solution, sweat forming on their brows. The company doesn’t have the resources or the infrastructure to complete the solution, but the executives have spoken—the - [5 tips for using social media to advance capture in the GovCon market](https://lohfeldconsulting.com/blog/2023/05/5-tips-for-using-social-media-to-advance-capture-in-the-govcon-market/) - The number of government customers using social media to communicate their objectives and requirements is growing yearly, and LinkedIn is their social media tool of choice. In his annual 2022/2023 census of government customers using LinkedIn, Mark Amtower found “2.72 million Feds who are LinkedIn members.” He also found that “DOD and the uniformed services - [Moving Proposals from Good to Great – Insights From 3 APMP Fellows](https://lohfeldconsulting.com/blog/2023/05/moving-proposals-from-good-to-great-insights-from-3-apmp-fellows/) - Description Learn how to transform good/compliant proposals into high-scoring proposals that win contracts with three APMP Fellows. The session covers what constitutes great proposal design, development, writing, evaluation, and communications. Additionally, this session discusses how to establish a standard of excellence for your proposals. Takeaways Design your proposals to maximize their scores Focus the content - [Getting Real About Capture to Proposal Transitions](https://lohfeldconsulting.com/blog/2023/05/getting-real-about-capture-to-proposal-transitions/) - Description The transition from capture to proposals is rarely “textbook smooth” and is filled with challenges, including the transition of bids with solution, partner, and personnel gaps; how to transition large complex multi-million or multi-billion-dollar deals; and surprises in solicitations. This presentation explains how to put out the inevitable dumpster fires and rally the team - [Secrets to Building a Proposal Powerhouse](https://lohfeldconsulting.com/blog/2024/10/secrets-to-building-a-proposal-powerhouse/) - Imagine being tasked with transforming your team into an unstoppable proposal powerhouse. Where would you start? This question was posed to the bid and proposal community on LinkedIn, and the responses from 202 professionals gave clear insights into where teams believe their greatest growth potential lies. 42% focused on training and development, 26% prioritized improved - [Bids and Proposals - At the Speed of Transformation](https://lohfeldconsulting.com/blog/2023/06/bids-and-proposals-at-the-speed-of-transformation/) - Trends affecting bids and proposals The bid and proposal management industry’s workplace is changing at the speed of “digital transformation” as it responds to technology, data, and artificial intelligence (AI) trends. In the past several years, the field has: Moved its systems and data to the cloud Transitioned proprietary tools to open-source tools Implemented Agile - [Emerging Trends in Bids and Proposals](https://lohfeldconsulting.com/blog/2023/06/emerging-trends-in-bids-and-proposals/) - Given our recent corporate experience and tips we picked up at the APMP Bid & Proposal Conference (BPC), we find that companies can increase their return on investment (ROI) in bid and proposal (B&P) spending and increase their win rates by adapting strategies to meet the trends detailed below: In summary, to adapt to changes - [The Outline Conundrum](https://lohfeldconsulting.com/blog/2023/06/the-outline-conundrum/) - It is a universal truth that if you give three experienced bid and proposal professionals a request for proposal (RFP) with instructions, evaluation criteria, and requirements that are not well aligned, you will get three different proposal outlines. While all three can produce a compliant and responsive proposal, which outline is easier to evaluate and - [Get the Information to Win Your Next Contract](https://lohfeldconsulting.com/blog/2023/06/get-the-information-to-win-your-next-contract/) - We have a motto at Lohfeld Consulting—Best Informed Wins! The offeror who gathers information to produce a proposal that offers the greatest value at the most economical price usually wins the contract. But it can be challenging to obtain the right information from customers to create a winning proposal, especially when working with remote clients. - [Are You Ready for the GSA ETSNext Travel Service Bid?](https://lohfeldconsulting.com/blog/2023/07/are-you-ready-for-the-gsa-etsnext-travel-service-bid/) - Facts At-a-Glance ETSNext Overview ETSNext aims to implement a single-enterprise solution for managing travel and expense (T&E) management and reporting for 124 civilian agencies. ETSNext replaces ETS2, which provides a T&E system that enables agencies to place task orders. On ETS2, agencies are responsible for task order administration and all system configurations. In comparison, GSA - [50 Words, Phrases, and Techniques that Save Proposal Space](https://lohfeldconsulting.com/blog/2023/07/50-words-phrases-and-techniques-that-save-proposal-space/) - One of a typical proposal writer’s biggest complaints is that the proposal is too page-constrained. Having a 50-page statement of work (SOW) and a 25-page proposal limit is not unusual, leaving writers struggling to explain their solutions sufficiently. As we review each recommendation in this blog, we specify how many characters and spaces you can - [Are You Ready for the Air Force MPE Bid?](https://lohfeldconsulting.com/blog/2023/07/are-you-ready-for-the-air-force-mpe-bid/) - Facts At-a-Glance MPE Overview The program provides access to common warfighter functions and mission applications. The MPE framework supports information sharing, data exchange, and integrated performance using common governance standards and policies. MPE facilitates increased interoperability across military and humanitarian operations. Timeline July 25, 2023: Release of the Draft RFP (tentative) August 1, 2023: Virtual - [50 Ideas to Jumpstart Your Thinking About Proposal Strengths](https://lohfeldconsulting.com/blog/2023/07/50-ideas-to-jumpstart-your-thinking-about-proposal-strengths/) - Why are proposal strengths so important? In best value competitions, the offeror who possesses the best and/or greatest number of strengths, the fewest number of weaknesses at a level of risk tolerable to the customer, and has the best or one of the most competitive prices is best placed to win. So, what is a - [Are You Ready for the USALearning® Bid?](https://lohfeldconsulting.com/blog/2023/07/are-you-ready-for-the-usalearning-bid/) - Facts At-a-Glance USALearning® Overview Under the new contract, offerors will provide support for the following 12 functional areas: Learning and Talent Management Systems/Learning Records Store Learning Content Management Systems Hosting Environment(s) for (USAL provided systems) Cybersecurity Support for Agencies (USAL provided systems) Help Desk Support (USAL provided systems) Technical and Project Support Student Information Systems - [COMPLEX TECHNOLOGY GRANTS SERVICES: The Evolution of Grants: A Journey Through Time](https://lohfeldconsulting.com/blog/2024/10/complex-technology-grants-services-the-evolution-of-grants-a-journey-through-time/) - Grants have played a pivotal role in shaping societies, advancing knowledge, and fostering innovation throughout history. The concept of grants, which involves allocating funds for specific purposes without the expectation of repayment, has evolved significantly over the centuries. Ancient Beginnings The origins of grants can be traced back to ancient civilizations. In ancient Egypt, the - [COMPLEX TECHNOLOGY GRANTS SERVICES - OPPORTUNITY HIGHLIGHT: Artificial Intelligence and the CHIPS Act](https://lohfeldconsulting.com/blog/2024/10/complex-technology-grants-services-opportunity-highlight-artificial-intelligence-and-the-chips-act/) - The National Institute of Standards and Technology (NIST), under the Department of Commerce, has issued a Notice of Intent (NOI) for a competition aimed at fostering collaborations between universities and industry. The focus is on artificial intelligence-powered autonomous experimentation (AI/AE) for sustainable semiconductor materials and processes. The CHIPS Research and Development Office (CHIPS R&D) plans - [9 Tips for Creating a Well-Crafted BOE](https://lohfeldconsulting.com/blog/2023/07/9-tips-for-creating-a-well-crafted-boe/) - A well-crafted Basis of Estimate (BOE) clearly explains your proposed solution's rationale, methods, assumptions, and resource estimates. It substantiates your rationale and delivers transparent insight into your estimation methods. In addition, the BOE provides a justification for your proposed level of effort, rates, and use of products, as well as the terms and conditions for - [Are You Ready for the PACTS III Bid Now?](https://lohfeldconsulting.com/blog/2023/08/are-you-ready-for-the-pacts-iii-industry-day-and-bid/) - The long-anticipated PACTS III request for proposal (RFP) is nearly ready for release. The government plans to hold an industry day and release the RFP at the end of August 2023. Here’s a summary of the bid and the challenges involved in bidding it based on the draft RFP. Facts At-a-Glance PACTS III Overview The - [High-Quality Proposals: Strategies for Guaranteed Success Now](https://lohfeldconsulting.com/blog/2024/10/high-quality-proposals-strategies-for-guaranteed-success/) - Bid and proposal professionals often face the daunting challenge of delivering high-quality proposals on schedule. Incomplete capture documents, resource shortages, and tight schedules can easily undermine the best efforts. So, how can you ensure your proposal maintains the highest level of quality under these challenging conditions? Here are strategies to help you overcome these common - [Design Secrets That Make Evaluation a Breeze](https://lohfeldconsulting.com/blog/2024/10/design-secrets-that-make-evaluation-a-breeze/) - Government evaluators often review hundreds of pages, and making their job easier can set your proposal apart. But how do you design a proposal that makes their evaluation a breeze and emphasizes your proposal’s compliance, responsiveness, and strengths? This blog describes design strategies to help evaluators quickly find the necessary information to score a proposal. - [Unlock Hidden SME Power to Create Winning Proposals](https://lohfeldconsulting.com/blog/2024/10/unlock-hidden-sme-power-to-create-winning-proposals/) - Have you ever left a Subject Matter Expert (SME) meeting more confused than when you walked in? It happens to the best of us, but don’t worry—there are ways to bridge the communication gap and turn technical jargon into winning content. SMEs hold keys to valuable insights to produce proposal strengths, but translating their expertise - [Are You Ready for the USCG BL/MSS Bid?](https://lohfeldconsulting.com/blog/2023/08/are-you-ready-for-the-uscg-bl-mss-bid/) - Here’s a chance for small businesses to get in on the ground floor of a $500K bid coming out before the end of FY23. Facts At-a-Glance USCG Business and Logistics Management Support Overview According to the draft SOW, BL/MSS will provide a wide range of the services listed in Table 1 to support the Command, - [Use PWin as Your North Star for Winning?](https://lohfeldconsulting.com/blog/2023/08/use-pwin-as-your-north-star-for-winning/) - With apologies to Robert Browning, maybe it’s time to think about a way to use PWin (probability of win) not only to communicate our optimism (or lack thereof!) but also to guide us on our win journey. A few jobs ago, my company’s Chief Growth Officer counseled me that the only right value for PWin - [Analyze Evaluation Criteria to Increase Proposal Scores Now](https://lohfeldconsulting.com/blog/2023/08/analyze-evaluation-criteria-to-increase-proposal-scores/) - Let’s face it—we'd all be doing it if there were a surefire technique for scoring Outstanding on every proposal with every strength recognized, and every benefit applauded. Instead, we have a proposal development discipline (as much art as science) that we follow to generate scorable strengths. Then we wait and hope the proposal gods look - [Are You Ready for the Internal Revenue Service’s (IRS) IEP 2.0 Bid?](https://lohfeldconsulting.com/blog/2023/08/are-you-ready-for-the-internal-revenue-services-irs-iep-2-0-bid/) - Facts At-a-Glance IEP 2.0 Overview The IEP is the front door to the IRS Enterprise systems/applications for users and plays a mission-critical role in serving taxpayers, tax preparers, and employees. IRS awarded the current IEP contract in 2017 as an 8-year contract with a $1.017B ceiling. The current IEP contractor provides a range of application - [COMPLEX TECHNOLOGY GRANTS SERVICES: What’s the latest on the CHIPS Act?](https://lohfeldconsulting.com/blog/2024/10/complex-technology-grants-services-whats-the-latest-on-the-chips-act/) - Overview The government’s recent CHIPS Act announcement promising to invest up to $100M to accelerate research and development (R&D) of artificial intelligence (AI) technologies geared toward sustainable semiconductor materials showcases an ambitious push to solidify the U.S. semiconductor manufacturing industry. This initiative drives forward the administration's vision of utilizing advanced AI technologies to foster sustainable, - [Alliant 3 Award Criteria](https://lohfeldconsulting.com/blog/2023/02/alliant-3-award-criteria/) - Alliant 3 comments were submitted to GSA on Jan 31, 2023, but the conversation about the Alliant 3 award criteria is not over. We believe some government agencies are pushing back on GSA’s plan to limit the number of awards to the 60 highest-scoring offerors. These agencies argue that if they are going to be - [Service Catalogs – What are they and why are they important to proposals?](https://lohfeldconsulting.com/blog/2023/02/service-catalogs-what-are-they-and-why-are-they-important-to-proposals/) - Have you ever been to a restaurant and they don’t have a menu of what they offer? Every prime contractor who does business with the Federal Government should create a Service Catalog of the products and services they offer. Contractors should develop both an internal and a customer-facing catalog. What is a Service Catalog? A - [Navigating the OASIS+ Solicitation: Strategies for Successful Proposal Submission (Leverage the Power of the J.P-3 Form!)](https://lohfeldconsulting.com/blog/2023/08/navigating-the-oasis-solicitation-strategies-for-successful-proposal-submission-leverage-the-power-of-the-j-p-3-form/) - Introduction The OASIS+ solicitation from the General Services Administration (GSA) offers a special chance for companies to win government contracts. Bidders must provide documentation supporting any claims made in their self-scoring proposals as part of the bid process. The Project Verification Form (J.P-3) is a useful tool that bidders can use to speed up the - [When to Start Working on Your Contract Recompete](https://lohfeldconsulting.com/blog/2023/08/mastering-the-recompete-setting-the-stage-before-the-capture-managers-arrival/) - Introduction When working towards securing a successful recompete, the journey begins long before the capture manager steps into the picture. The key lies in early preparation and strategic groundwork, which can significantly enhance your chances of winning the bid. Here are some tips for ensuring a winning recompete strategy before the capture manager’s arrival. 1. - [Setting the Stage Before the Proposal Manager’s Arrival](https://lohfeldconsulting.com/blog/2023/08/setting-the-stage-before-the-proposal-managers-arrival/) - Bid and proposal (B&P) activities require significant investments, so allocating the proper budget ensures all opportunities have enough time, money, and resources to maximize their chance of winning. To stretch those dollars, some companies assign a proposal manager to a bid shortly before or simultaneously with the customer’s release of the request for proposal (RFP). - [7 Strategies for Responding When RFP Requirements are Bigger than the Page Count](https://lohfeldconsulting.com/blog/2023/11/7-strategies-for-responding-when-rfp-requirements-are-bigger-than-the-page-count/) - Introduction What do you do when you’re handed a 50-page statement of work (SOW) in an RFP but are restricted to just 10 pages for your technical response? It’s a common challenge for proposal writers. Here are seven strategies to help you effectively address all RFP requirements within those 10 precious pages. 1: Create a - [Use Metrics as a Tool to Improve Bid and Proposal-related Performance](https://lohfeldconsulting.com/blog/2023/11/use-metrics-as-a-tool-to-improve-bid-and-proposal-related-performance/) - Introduction As bid and proposal professionals, we continuously aim to enhance our performance to win contracts and business opportunities. Unfortunately, the traditional approach to evaluating our success often relies solely on the proposal win rate, which may not always reflect our true performance. To address this gap and drive continuous improvement, it’s essential to establish - [50 Words and Phrases to Jumpstart GenAI Prompts](https://lohfeldconsulting.com/blog/2023/11/13988/) - Introduction As bid and proposal professionals, we understand the importance of crafting compelling and high-scoring content that wins contracts. Generating persuasive text can be challenging, but with the help of generative artificial intelligence (GenAI), you can streamline the process. Whether you’re looking to analyze, persuade, or summarize, specific prompts can help you harness GenAI’s potential. - [How to Manage Multiple Conflicting Deadlines Now](https://lohfeldconsulting.com/blog/2023/11/tips-for-managing-multiple-conflicting-deadlines/) - Bid and proposal professionals often juggle multiple projects with overlapping deadlines. Their jobs involve continuously balancing and reassessing factors like the strategic value of each project, the urgency of a deadline, and the availability of resources. This complexity is further heightened by the dynamic nature of the work environment, where priorities can shift unexpectedly due - [2024 Mega Bids](https://lohfeldconsulting.com/blog/2023/11/2024-mega-bids/) - Have you completed your pipeline for 2024 yet? If not, here are 30 bids you might consider. We labeled them mega bids because they’re among the most lucrative bids of 2024, with each valued at $250M or more. Table 1 presents the bid acronym, title, award type, North American Industry Classification System (NAICS) code, agency, - [The Launch of Lohfeld Learning: A YouTube™ Guide for Bid and Proposal Professionals ](https://lohfeldconsulting.com/blog/2024/01/the-launch-of-lohfeld-learning-a-youtube-guide-for-bid-and-proposal-professionals/) - We’re thrilled to announce the launch of our Lohfeld Learning YouTube Channel, a groundbreaking platform dedicated to empowering bid and proposal professionals. At Lohfeld Consulting, our mission has always been to provide unparalleled insights and guidance in the field of bids and proposals. Now, we’re bringing that expertise directly to you through engaging, informative videos. - [Opportunity At-a-Glance: Defense Air Force Strategic Transformation Support II (DAFSTS II)](https://lohfeldconsulting.com/blog/2024/01/opportunity-at-a-glance-defense-air-force-strategic-transformation-support-ii-dafsts-ii/) - Who Should Bid and Why You Should Bid Offerors should bid because this contract allows them to help the Air Force conduct groundbreaking transformational work in management and professional services, studies, research, analyses, and evaluations. In addition, the Air Force is making awards to any technically acceptable offerors. However, prime offerors must have a Top-Secret - [C-Suite Strategy Sessions for GovCon Growth](https://lohfeldconsulting.com/blog/2024/01/c-suite-strategy-sessions-for-govcon-growth/) - Is your GovCon growth strategy on track? Caucus with Lohfeld Consulting experts on GovCon Growth. GovCon Growth, focused on enhancing our clients’ GovCon success through executive-level dialogue. This series is designed to facilitate discussions between our executive team and your company’s leaders, aiming to exchange knowledge and develop strategic insights collaboratively. We offer these discussions, - [Opportunity At-a-Glance: MISSION TEST SUPPORT SERVICES (MTSS)](https://lohfeldconsulting.com/blog/2024/02/opportunity-at-a-glance-mission-test-support-services-mtss/) - Why Should You Bid? Bidding on the Mission Test Support Services (MTSS) contract presents a valuable opportunity for contractors to expand their business and gain expertise in defense and technology services. It offers long-term financial stability, allows for the development of specialized skills, and strengthens relationships with the Army. Furthermore, it provides a chance to - [Free Alliant 3 Strategy and Tracking Tool: Your Key to a Winning Proposal!](https://lohfeldconsulting.com/blog/2024/07/free-alliant-3-strategy-and-tracking-tool-your-key-to-a-winning-proposal/) - Are you ready to secure an Alliant 3 contract? The competition is fierce, with the General Services Administration (GSA) awarding contracts to only 76 companies (plus a few more if scores are tied). To stand out, your proposal must be 100% compliant with GSA instructions and achieve a high score. Our former GSA Contracting Officers - [How to Convince Your CFO to Make an Investment in AI](https://lohfeldconsulting.com/blog/2024/07/how-to-convince-your-cfo-to-make-an-investment-in-ai/) - The rewards and risks of investing in GenAI for proposal development This article was originally posted on July 17, 2024 on WashingtonTechnology.com The decision to acquire an AI platform profoundly impacts cash flow, primarily influenced by capital expenditure and amortization. The choice between hosting the AI platform on-premises or in a virtual private cloud (VPC) - [The Value of Your Win Strategy in the Proposal Phase](https://lohfeldconsulting.com/blog/2024/01/the-value-of-your-win-strategy-in-the-proposal-phase/) - “Everyone has a plan, until they get punched in the mouth.” –Mike Tyson. While some proposal initiatives may seem as painful as getting hit by Mr. Tyson, most are not as dynamic as a heavyweight fight. Once a request for proposal (RFP) is released, the statement of objectives (SOO), instructions, and evaluation criteria remain mostly - [Unlock Your GovCon Success: 20 Social Media Sources Every Contractor Needs](https://lohfeldconsulting.com/blog/2024/07/unlock-your-govcon-success-20-social-media-sources-every-contractor-needs/) - In government contracting, staying ahead of the curve is key. But how do you know where to tune in with the avalanche of social media podcasts, YouTube channels, and radio broadcasts? Don't worry—we've done the heavy lifting for you. We've curated a list of 20 must-follow LinkedIn groups, podcasts, YouTube channels, and radio broadcasts that - [Prioritize Your Bid and Proposal Training Budget Now](https://lohfeldconsulting.com/blog/2024/07/how-should-you-prioritize-your-bid-and-proposal-training-budget/) - Staying ahead of the curve isn't just an advantage—it's a necessity. But with limited training budgets, how can you equip your team with the right skills to stay competitive? Imagine being able to predict the industry's future and tailor your training budget accordingly. We did that by polling industry experts across LinkedIn groups to answer - [Growth Strategies for Small and Mid-Sized Businesses in the GovCon Market](https://lohfeldconsulting.com/blog/2024/07/growth-strategies-for-small-and-mid-sized-businesses-in-the-govcon-market/) - Navigating the competitive landscape of the bid and proposal industry can be challenging for small and mid-sized businesses (SMBs). However, with the right strategies, these businesses can survive, thrive, and grow. I wrote this blog to share the secrets I have learned to accelerate SMB growth after over 40 years of experience in the government - [Winning Layouts: How Design Can Make Your Proposal Great](https://lohfeldconsulting.com/blog/2024/09/winning-layouts-how-design-can-make-your-proposal-great/) - First impressions matter, especially in proposals. When evaluators have dozens of proposals to review, how can you make your proposal stand out? While compelling, high-scoring content is critical, a proposal with great design can facilitate an evaluator’s review of your proposal and ensure your strengths are not missed. Produce Proposal Page Design for Writers As - [Why Proposal Reviews Fail and How to Fix Them](https://lohfeldconsulting.com/blog/2024/08/why-proposal-reviews-fail-and-how-to-fix-them/) - Unsuccessful proposal reviews are a massive headache for capture and proposal managers because they waste valuable time, diminish team morale, and reduce the likelihood of winning contracts. Yet, even the most experienced proposal teams can stumble during these reviews. Lohfeld Consulting recently surveyed 151 respondents to understand why they thought proposal reviews fail or falter. - [Proposal Brain: How to Overcome the Fatigue of Proposal Writing](https://lohfeldconsulting.com/blog/2024/09/proposal-brain-how-to-overcome-the-fatigue-of-proposal-writing/) - After working tirelessly on several proposals over an extended period, I noticed myself slipping into a state I call “Proposal Brain.” The symptoms are all too familiar: fatigue, forgetfulness, apathy, and burnout. Sometimes, I feel like a hamster running on a wheel, desperately wanting to jump off but knowing the work must continue. I wondered - [Engaging Strangers: The Communication Edge in Proposals](https://lohfeldconsulting.com/blog/2024/09/engaging-strangers-the-communication-edge-in-proposals/) - As bid and proposal professionals, we often communicate with strangers or people with whom we only have a slight acquaintance to get the needed information to create winning proposals. We frequently trust that they are giving us the best data for completing our jobs. However, trusting without verification can lead to misunderstandings, miscommunications, or even - [50 Use Cases for GenAI Implementation Victory Now](https://lohfeldconsulting.com/blog/2024/09/50-use-cases-for-genai-implementation-victory-now/) - In August 2024, Lohfeld Consulting sponsored a LinkedIn poll asking respondents, “Are you maximizing the benefits of your AI implementation?” Here’s what the survey said: 10% said their AI implementations are exceeding expectations 10% reported that AI is meeting most of their needs 42% reported there’s room for improvement 38% disclosed that AI isn’t delivering - [Add AI to Your Task Order Factory Now to Win More](https://lohfeldconsulting.com/blog/2024/09/add-ai-to-your-task-order-factory-now-to-win-more/) - Government agencies award over 60% of contracts through pre-competed vehicles like government-wide acquisition contracts (GWACs), indefinite delivery/indefinite quantity contracts (IDIQs), multiple award contracts (MACs), and blanket purchase agreements (BPAs). Task order requests for proposals (TORFPs) generated by these contract vehicles often require rapid responses within 10, 15, or 30 days. Given these tight deadlines, contractors - [7 Gifts to Buy Now for Bid & Proposal Management Professionals](https://lohfeldconsulting.com/blog/2023/11/7-must-have-gifts-for-bid-and-proposal-management-professionals/) - A Light-Hearted Holiday Shopping Guide Ah, the holidays! It’s a time of joy, cheer, and the eternal question: What on Earth do I get for a bid and proposal management professional? Fear not, intrepid shopper, for I have ventured into the treacherous world of gift-giving to bring you the ultimate guide. 1. A Clock That - [4 Capabilities to Look for When Hiring a Proposal Manager Now](https://lohfeldconsulting.com/blog/2023/12/4-capabilities-to-look-for-when-hiring-a-proposal-manager/) - Hiring the right proposal manager(s) is crucial for an organization’s success. But what exactly should you be looking for? To answer this question, we turned to the best source available—industry professionals. We recently conducted a LinkedIn survey with 304 respondents to uncover the essential skills and traits necessary for a proposal manager to thrive. The - [COMPLEX TECHNOLOGY GRANTS SERVICES: Unlocking Innovation Now: Federal Grants for Military Vehicle Technology](https://lohfeldconsulting.com/blog/2024/09/complex-technology-grants-services-unlocking-innovation-now-federal-grants-for-military-vehicle-technology/) - In the ever-evolving landscape of military technology, innovation is the key to maintaining an edge. For companies specializing in military vehicle technology, securing a federal grant can be a game-changer, enabling them to push the boundaries of innovation and contribute to national defense. Read on for more on some key opportunities for federal grants in - [Get Ready for the AI Revolution – AI-Assisted Capture Management Now](https://lohfeldconsulting.com/blog/2023/12/get-ready-for-the-ai-revolution-ai-assisted-capture-management/) - Use Generative AI to Develop Effective, High-Scoring Capture Strategies and Solutions – Q&A Recap and On-demand Video Join us as we delve into Generative AI’s dynamic impact in revolutionizing capture management. Bruce Feldman, Lohfeld Consulting Principal Consultant, AI and Capture Management Training Specialist, and Christian Ferreira, CEO & Cofounder, Procurement Sciences AI, share insights into - [COMPLEX TECHNOLOGY GRANTS SERVICES: Empower Your Grants Application Process Now](https://lohfeldconsulting.com/blog/2024/09/grant-services-empower-your-grants-application-process-now/) - Securing a grant can be a transformative opportunity for your organization, providing the funds needed to drive innovation and growth. However, the grant application process can be complex and challenging. To help you navigate this path to funding success, we've outlined key elements you need to understand before submitting your grant application. 1. Types of - [COMPLEX TECHNOLOGY GRANTS SERVICES: Expert Approaches for Winning More Using Strength-Based Solutioning®](https://lohfeldconsulting.com/blog/2024/09/grant-services-expert-approaches-for-winning-more-using-strength-based-solutioning/) - Writing a winning grant proposal requires a strategic approach that highlights your organization's strengths and aligns them with the grantor's goals. Strength-Based Solutioning®—which involves using strength statements (Feature-Benefit-Proof), understanding the client's problem, the process you will use to develop your solution, and a summarization, can significantly enhance your proposal's effectiveness. 1. Understanding Strength-Based Solutioning® Strength-Based - [Win Complex Technology Grants with Experts at Lohfeld Consulting](https://lohfeldconsulting.com/blog/2024/07/win-complex-technology-grants-with-lohfeld-consultings-expertise/) - As bid and proposal professionals, you understand the challenges and high stakes of securing technology grants and loans. Amidst a wave of recent government investments in technology, particularly in semiconductor manufacturing, Lohfeld Consulting’s team of experts brings unparalleled experience to help you navigate the intricate world of technology funding, ensuring your grant proposals stand out - [Welcome to the new era of business development](https://lohfeldconsulting.com/blog/2011/05/welcome-to-the-new-era-of-business-development/) - This article was originally published May 2, 2011 in WashingtonTechnology.com and features interviews with business development leaders, including Bob Lohfeld By Heather Hayes It’s no secret that there are fewer new opportunities in the government market, thanks to looming budget cuts and an increasing trend away from the use of new contract awards in favor - [Survival guide | You lost. Now what?](https://lohfeldconsulting.com/blog/2011/01/survival-guide-you-lost-now-what/) - Interview with Bob Lohfeld and Steve Carrier Our experts are Steve Carrier, former vice president of business development and strategic planning at Northrop Grumman Information Technology, and Bob Lohfeld, president of Lohfeld Consulting Group and former vice president at Lockheed Martin Information Technology and senior vice president of OAO Corp. CARRIER: Find out as much - [Capture Management Requires Planning to Triumph](https://lohfeldconsulting.com/blog/2011/01/capture-management-requires-planning/) - This Q&A with Bob Lohfeld was originally published in Washington Technology magazine August 7, 2008. by David Hubler Q: What is capture management? Lohfeld: Capture management is everything a company does to raise its win probability between the time it decides to pursue an expected government contract and the time the RFP is released. Q: - [3 Keys to Creating Winning Proposals](https://lohfeldconsulting.com/blog/2011/01/three-keys-to-creating-winning-proposals/) - Creating winning proposals is not the same as writing a proposal. Anyone can write a proposal for government work, given enough time and resources. However, only one bidder writes the winning proposal. The best proposals have three things in common: They are directed and written by talented people experienced at writing proposals. They follow a - [What the Government Won’t Tell You About Your Proposal](https://lohfeldconsulting.com/blog/2011/01/what-the-government-wont-tell-you-about-your-proposal/) - Congratulations, your proposal has made competitive range, and the government has contacted you to discuss your offer. What the government will and won’t tell you in these discussions can be a surprise to the unprepared bidder, but sophisticated players know the rules and what to expect. First, it is important to know if your dialogue - [3 Steps to Improving Your Proposals Now](https://lohfeldconsulting.com/blog/2011/01/3-steps-to-improving-your-proposals-2/) - No proposal is ever perfect. Every company executive wishes he or she had just a few more days to tweak the last sections. But after the proposal goes out the door, it is time to reflect on what did or did not go well in the proposal process and what could have been done to - [How to Hire a Proposal Consultant Now](https://lohfeldconsulting.com/blog/2011/01/5-tips-for-hiring-a-proposal-consultant/) - Proposal activities in the government market generally peak in the summer months. The requests for proposals that we have been waiting for all year seem to drop at that time. To handle the peaks and valleys in proposal workload, get additional proposal expertise for must-win procurements or get a fresh view on how to present their - [To Succeed, Deliver What You Promised](https://lohfeldconsulting.com/blog/2011/01/to-succeed-deliver-what-you-promised/) - The victory celebration is almost over, and people are starting to say it’s time to get to work on the new contract. All the parties involved have raised their glasses and toasted to the many contributions made by all the players: the business development, capture and proposal teams. All players deserve a share of the - [How Small Businesses Can Crush Corporate Goliaths with Effective Proposals Now](https://lohfeldconsulting.com/blog/2024/07/how-small-businesses-can-crush-corporate-goliaths-with-effective-proposals/) - When it comes to competing with larger corporations, small businesses often feel like they're at a disadvantage. But what if I told you they can outperform their big business counterparts with the right proposals? This blog explores how small businesses can develop proposals that win contracts, even when challenging big companies. Overcoming Challenges Small Businesses - [Nailing the Challenging Parts of Proposals Now](https://lohfeldconsulting.com/blog/2024/05/nailing-the-challenging-parts-of-proposals/) - Crafting compelling proposals can often be challenging. In a recent LinkedIn survey, we asked 157 bid and proposal professionals about the most difficult sections of a proposal to write. Here's what they shared: Executive Summary: 46% Technical Section: 42% Management/Resume Section: 9% Other (e.g. Handling Questionnaires): 3% The following paragraphs describe common challenges in creating - [Empower Your Team to Write Successful Proposals for JVs](https://lohfeldconsulting.com/blog/2024/09/empower-your-team-to-write-successful-proposals-for-jvs/) - Forming a Joint Venture (JV) can give companies the strategic advantage they need to win contracts. However, writing winning proposals for JVs requires different strategies and approaches than those written for traditional prime contractors. JV proposals require a nuanced understanding of the JV structure and meticulous attention to detail. Understand JVs: The Basics A JV - [Drive Business Growth Now with GWACS and IDIQs](https://lohfeldconsulting.com/blog/2024/09/drive-business-growth-now-with-gwacs-and-idiqs/) - Are you looking to generate lucrative business from government-wide acquisition contracts (GWACs) and indefinite delivery/indefinite quantity contracts (IDIQs)? These contract vehicles are the gateway to billions of dollars in federal spending, offering businesses a streamlined path to secure high-value, long-term work with the government. This blog provides tips for helping you thrive after winning GWAC - [Winning More Government Contracts in a Changing Landscape](https://lohfeldconsulting.com/blog/2024/08/strategies-for-winning-government-contracts-in-a-changing-landscape/) - As we stand on the brink of Government Fiscal Year 2025 (FY2025), continued advancements in technology, evolving security measures, and potentially even a new presidential administration are set to transform how we capture bids and generate proposals. This blog explores the key trends shaping request for proposal (RFP) requirements (Table 1). In addition, we explore - [Strength or "Meritorious" Strength: The Key to Victory Now](https://lohfeldconsulting.com/blog/2021/09/meritorious-strengths/) - DOD procurements have changed their standard definition of a proposal Strength - use the “merit” approach to start thinking more broadly about your solution. - [Empower Business Growth by Learning How to Scale BD Resources](https://lohfeldconsulting.com/blog/2024/08/empower-business-growth-by-learning-how-to-scale-business-development-resources/) - Scaling your business development (BD) efforts is essential to sustained growth. But scaling isn't just about taking on more opportunities—it's about doing so in a way that's strategic, disciplined, and ready for the unexpected. Whether you're a small business aiming to break into mid-sized territory or a mid-sized firm targeting larger contracts, knowing how to - [What to Look for When Hiring a Capture Manager](https://lohfeldconsulting.com/blog/2024/01/what-to-look-for-when-hiring-a-capture-manager/) - Hiring the right capture manager(s) is crucial for an organization’s success. But what exactly should you be looking for? We turned to the best source available—bid and proposal industry professionals—to answer this question. We recently conducted a LinkedIn survey with 108 respondents to uncover the essential skills and traits necessary for a capture manager to - [Strategically Selecting Past Performance References Now](https://lohfeldconsulting.com/blog/2023/12/6-steps-for-strategically-selecting-past-performance-references-a-practical-guide/) - Selecting relevant past performance summaries for Federal Government proposals is a complex blend of science and art. As bid and proposal professionals, our challenge is to align our past performance references with the requirements of each solicitation while instilling a high level of confidence in our clients about our performance capabilities. Step 1: Determine whether - [Find the Right Consultant Now: A Guide for Bid and Capture Managers](https://lohfeldconsulting.com/blog/2023/11/finding-the-right-consultant-a-guide-for-bid-and-capture-managers/) - Having the right consultant on your team can be a game-changer. Consultants bring specialized expertise, fresh perspectives, and a wealth of experience that can elevate your proposals and increase win rates. But how do you ensure you’re choosing the right consultant for your needs? Here are some critical factors based on Lohfeld Consulting’s 20 years - [Secure Wins Now with Team-Based Approaches](https://lohfeldconsulting.com/blog/2023/08/team-based-approaches-that-help-win-bids/) - Winning sports teams and healthcare teams using team-based approaches have seen dramatic improvements and results. This kind of team doesn’t magically appear, however. Developing winning teams takes leadership, investment, and commitment. Every company needs a bid and proposal team that can consistently develop winning proposals while making the most effective use of company resources. In - [The great belt-tightening](https://lohfeldconsulting.com/blog/2023/03/the-great-belt-tightening/) - As we have all read, tens of thousands of staff were laid off in late 2022 and early 2023, including those listed below: Atlassian: ~500 staff Amazon: ~18,000 staff Dell: ~6,650 staff DocuSign: ~700 staff Goldman Sachs: ~3,200 staff Google/Alphabet: ~12,000 staff IBM: ~3,900 staff Microsoft: ~10,000 staff PayPal: ~2,000 staff Salesforce: ~8,000 staff SAP: - [20 ways to reduce B&P costs and win now](https://lohfeldconsulting.com/blog/2015/03/20-ways-to-reduce-bp-costs-and-still-win/) - Many companies have experienced flat or declining sales in the prior year and, consequently, are dealing with reduced bid and proposal (B&P) budgets this year. This begs the question, can proposals be written in a less-costly way without reducing win rates? Obviously, we can reduce proposal costs, but many cost-reduction initiatives cause win rates to - [Is AI Delivering on its Potential for Proposals Now? Survey Says...](https://lohfeldconsulting.com/blog/2024/08/is-ai-delivering-on-its-potential-for-proposals-survey-says/) - Artificial intelligence (AI) and Generative AI (GenAI) have quickly emerged as game-changers in the bid and proposal industry, promising to enhance efficiency and quality. But is AI delivering on the potential promised to the industry? While the buzz around AI is undeniable, recent surveys reveal that many organizations are still grappling with how to harness - [Pink Team Perfection: How to Avoid Common Mistakes and Win](https://lohfeldconsulting.com/blog/2024/08/pink-team-perfection-how-to-avoid-common-mistakes-and-win/) - Picture this: You've invested weeks of hard work and resources into crafting a proposal, only to watch it unravel during the Pink Team review. The disappointment is gut-wrenching. But why does this happen? Understanding the root causes of Pink Team's failures is crucial for avoiding common mistakes and transforming frustration into winning proposals. Why Pink - [Ascend to New Heights: Invest in Your Career](https://lohfeldconsulting.com/blog/2024/08/ascend-to-new-heights-invest-in-your-career/) - Imagine being at the forefront of winning multimillion-dollar contracts, leading innovative projects, and continuously advancing your career. These achievements are not just for the lucky few—they are attainable for anyone who makes a conscious effort to invest in their professional growth. Staying ahead of the curve is crucial in the bid and proposal industry. Here - [Five Tips for Describing Complexity](https://lohfeldconsulting.com/blog/2020/02/five-tips-for-describing-complexity/) - Earn the best possible score for demonstrating complexity. - [Here's what you need to know when the customer asks you to write the PWS](https://lohfeldconsulting.com/blog/2021/07/heres-what-you-need-to-know-when-the-customer-asks-you-to-write-the-work-statement/) - We're accustomed to responding to requirements detailed in performance work statements (PWS). Here's what to know when the government asks you to write the PWS. - [10 Top Government Bids for 2024–Early 2025 That You Don't Want to Miss](https://lohfeldconsulting.com/blog/2024/06/10-top-government-bids-for-2024-early-2025-that-you-dont-want-to-miss/) - In 2023, the U.S. government spent $765B on federal contracts. Some of the most lucrative bids the government will release in the remainder of 2024 and early 2025 include those listed in Table 1, valued at more than $103B. These bids will foster fierce competition among offerors. The winners of the contracts will have mounted - [Just How Good is Generative Artificial Intelligence in Helping with Proposals?](https://lohfeldconsulting.com/blog/2024/02/just-how-good-is-generative-artificial-intelligence-in-helping-with-proposals/) - Lohfeld's Benchmarking Generative Artificial Intelligence Tools for Proposal Development study shows the tools have enormous capabilities but vary widely in performance. - [Doing more with less is all about Strengths](https://lohfeldconsulting.com/blog/2018/01/doing-more-with-less-is-all-about-strengths/) - In the proposal world, productivity means more than generating more bid activity; it means generating more wins within resource constraints - using strengths. - [Pipeline review: Seize the moment to assess opportunities now](https://lohfeldconsulting.com/blog/2020/04/now-is-the-perfect-time-to-do-an-opportunity-pipeline-review/) - Is your opportunity still coming…but the capture team is working from home? Now is the perfect time to do an opportunity pipeline review! - [Use a wall of truth to standardize your writing and save time](https://lohfeldconsulting.com/blog/2021/01/use-a-wall-of-truth-to-standardize-your-writing-and-save-time/) - "Wall of Truth" boosts proposal quality: Standardize usage, grammar, format. Update per RFP. Place in draft for writers. Improves consistency, cuts costs. - [Bid and Proposal Boot Camp - Prepare your team to win business](https://lohfeldconsulting.com/blog/2022/11/bid-and-proposal-boot-camp-prepare-your-team-to-win-businessnew-lohfeld-class-preparing-teams-to-grow-business-for-federal-contractors/) - In Bid and Proposal Boot Camp, learn how to help win your recompetes, grow business organically, support growth on new contracts, conduct orals and tech demos, and report tech/ops status. - [Writing quality: Seven tips and tools to quickly improve your writing](https://lohfeldconsulting.com/blog/2023/03/seven-tips-and-tools-to-quickly-improve-your-writing-quality/) - Implement these seven helpful tips and tools to improve your writing quality in professional, educational, and personal communications. - [Proposal Kickoff - Laying the groundwork before RFP release](https://lohfeldconsulting.com/blog/2023/07/laying-the-groundwork-for-a-great-proposal-kickoff/) - You only get one shot at a great proposal kickoff meeting, so make it count. Do as much groundwork as possible to prepare for a great kickoff before RFP release. - [AI Use Cases - Maximizing Your Bid and Proposal Potential](https://lohfeldconsulting.com/blog/2023/09/maximizing-your-artificial-intelligence-potential-a-strategic-guide-to-building-your-ai-use-case/) - Maximize AI in bid management: Key considerations for selection, implementation, and AI use cases. Avoid pitfalls. Download lessons-learned. - [Maximize Efficiency: Extract RFP Requirements with GenAI Commands](https://lohfeldconsulting.com/blog/2023/10/maximize-efficiency-extract-rfp-requirements-with-generative-ai-commands/) - Here are steps you can follow to use GenAI to extract RFP requirements and specific commands for extracting and formatting that information. - [Proposal Writing: 21 Strategies for Using AI to Expedite and Improve Proposal Writing](https://lohfeldconsulting.com/blog/2023/11/21-strategies-for-using-ai-to-expedite-and-improve-proposal-writing/) - While no AI tool can ingest your RFP requirements and pop out a winning proposal, AI can be your partner in expediting proposal writing speed and quality. - [100 Tips for Improving Proposal Writing Using Generative AI](https://lohfeldconsulting.com/blog/2024/04/100-tips-for-improving-proposal-writing-using-generative-ai/) - Proposal writing with GenAI: 100 strategies to save time, craft prompts, and enhance content. Boost efficiency and quality in customer-focused submissions. - [Mastering Office Politics in Bid and Proposal Management](https://lohfeldconsulting.com/blog/2024/04/mastering-office-politics-in-bid-and-proposal-management/) - Office politics in bids and proposals: Play smart, not hard. Build connections and uphold values. Navigate challenges with savvy to thrive in proposal careers. - [Alliant 3 - Strategies for Developing a High-Ranking Proposal](https://lohfeldconsulting.com/blog/2024/07/strategies-for-developing-a-high-ranking-alliant-3-proposal/) - Before organizing your Alliant 3 proposal, take a breath and develop your proposal strategy using Lohfeld's recommendations to maximize your score. - [When to Write the Executive Summary](https://lohfeldconsulting.com/blog/2023/09/when-to-write-the-executive-summary/) - Executive summary dilemma: Create early or late? Pros and cons for timing. Balance customer focus, clarity, and comprehensive content in proposals. - [Are You Ready for the IPPS-A Increment II Bid?](https://lohfeldconsulting.com/blog/2023/09/are-you-ready-for-the-ipps-a-increment-ii-bid/) - Facts At-a-Glance IPPS-A Overview The IPPS-A Increment II mission is to develop and deliver a single, integrated, multi-component human resources (HR) and pay system that streamlines Army HR, enhances the efficiency and accuracy of Army personnel and pay procedures, and supports soldiers and their families. The Army is developing and deploying IPPS-A incrementally in a - [Back to School - Annual Development Plan (ADP)](https://lohfeldconsulting.com/blog/2023/09/back-to-school/) - Craft your ADP: Guide your proposal career growth. Invest in skills, knowledge, and adaptability. Take charge of your professional development journey. - [Are You Ready for the DOE CBOSS 2.0 RFI and Bid?](https://lohfeldconsulting.com/blog/2023/09/are-you-ready-for-the-doe-cboss-2-0-rfi-and-bid/) - DOE CBOSS 2.0: Navigate challenges, seize opportunities. Win with expert proposals, strong partnerships, and alignment to DOE's mission and needs. - [7 Tips for Guiding First-Time Proposal Writers](https://lohfeldconsulting.com/blog/2023/09/7-tips-for-guiding-first-time-proposal-writers/) - 7 tips for mentoring new proposal writers. Transform SMEs into effective contributors. Blend expertise with proposal skills for winning bids. - [Build Your FY24 Pipeline](https://lohfeldconsulting.com/blog/2023/08/build-your-fy24-pipeline/) - Boost your FY24 Pipeline: 30 key government bids, including GWACs, BPAs, and IDIQs. Lohfeld offers ongoing updates and tools for government contractors. - [The Ultimate Proposal Outline Development Guide](https://lohfeldconsulting.com/blog/2023/09/the-ultimate-proposal-outline-development-guide/) - Brenda Crist's "Ultimate Proposal Outline Development Guide" in APMP Journal: Create winning outlines for complex RFPs. Boost proposal compliance and scores. - [Unlocking AI's Potential: Prompt Engineering Lessons-Learned Report for BD and Proposal Pros](https://lohfeldconsulting.com/blog/2023/09/unlocking-ais-potential-prompt-engineering-lessons-learned-report-for-bd-and-proposal-pros/) - Lohfeld's Prompt Engineering Lessons-Learned Report: Optimize GenAI for proposals. Key insights on crafting prompts for ChatGPT, Claude, and specialized tools. - [APMP Practitioner Certification Overview](https://lohfeldconsulting.com/blog/2023/10/apmp-practitioner-certification-overview/) - APMP Practitioner exam guide: Brenda Crist covers certification options, prep resources, exam strategies, and CEU maintenance. Boost your success chances. - [7 Tips for Saving Time and Money Using GenAI](https://lohfeldconsulting.com/blog/2023/10/7-tips-for-saving-time-and-money-using-generative-ai/) - Discover 7 ways GenAI boosts proposal quality and efficiency. Learn how tools like Procurement Sciences AI optimize B&P processes, saving time and money. - [Use AI to Power 7 Quality Measures for Proposal Reviews](https://lohfeldconsulting.com/blog/2023/10/use-ai-to-power-7-quality-measures-for-proposal-reviews/) - Lohfeld Consulting elevates proposal reviews with 7 quality measures. We recommend AI tools like Procurement Sciences AI to enhance evaluation processes. - [Use AI to Drive Information Collection for Bids and Proposals](https://lohfeldconsulting.com/blog/2023/10/use-ai-to-drive-information-collection-for-bids-and-proposals/) - Introduction As bid and proposal professionals, we know that being well-informed is crucial for winning contracts. However, finding and processing relevant information can be time-consuming and challenging. We can use Artificial intelligence (AI) to meet this challenge by harnessing its ability to quickly access, organize, and synthesize vast amounts of data for bids and proposals, - [12 Ideas for Using AI to Power Bid/No Bid Decisions During Capture](https://lohfeldconsulting.com/blog/2023/10/12-ideas-for-using-ai-to-power-bid-no-bid-decisions-during-capture/) - Discover how AI enhances bid/no bid decisions. Learn to leverage generative AI for faster, more reliable assessments in the competitive bidding process. - [Tips for Using AI to Analyze RFPs](https://lohfeldconsulting.com/blog/2023/10/tips-for-using-ai-to-analyze-rfps/) - Requests for proposals (RFPs) are often complex, lengthy, and time-consuming to analyze. However, you must analyze RFPs to understand your client’s needs, expectations, and evaluation criteria. Therefore, consider using AI to expedite your analysis and provide an independent voice. Formulate Generative AI Prompts to Query the RFP Upon receipt, formulate Generative AI prompts to analyze - [Use AI to Jumpstart Proposal Content Plans](https://lohfeldconsulting.com/blog/2023/10/use-ai-to-jumpstart-proposal-content-plans-and-storyboards/) - Introduction Measure before you cut, design before you code, and think before you write. All these sayings share a common theme—planning and preparing before acting and using good tools can help avoid mistakes, save time, and produce better results. Planning and creating good proposal content are some of the most time-consuming aspects of proposal development. - [The Ultimate Guide to Attending an Industry Day](https://lohfeldconsulting.com/blog/2024/02/the-ultimate-guide-to-attending-an-industry-day/) - Whether you’re an experienced player in the field or new to the game, here are some insights for an enriching Industry Day experience. - [The Champion’s Playbook: Defending Your Incumbent Contract Against New Challengers](https://lohfeldconsulting.com/blog/2024/02/the-champions-playbook-defending-your-contract-against-new-challengers/) - Recompetes challenge every incumbent to defend their position as rivals promise cost savings and innovation. Firms must showcase value to retain contracts. - [Cutting Through the Haze: Demystifying the Role of GenAI in Proposals](https://lohfeldconsulting.com/blog/2024/02/cutting-through-the-haze-demystifying-ais-role-in-proposals/) - Deltek and Lohfeld Consulting presented a Practical Uses of GenAI for BD and Proposal Professionals webinar. Here are answers to the many participant questions. - [The Proposal Manager Puzzle: Navigating Conflicting Sections C, L, and M](https://lohfeldconsulting.com/blog/2024/03/the-proposal-managers-puzzle-navigating-conflicting-sections-c-l-and-m/) - For proposal managers, the journey towards success is filled with numerous obstacles, with one of the most daunting challenges being the infamous trio: Sections C, L, and M. The misalignment, ambiguity, and other difficulties in these sections can turn creating a winning proposal into an ordeal. This blog post describes the notorious trio, outlines the - [Increase Your Preparedness for Self-Scoring Proposals](https://lohfeldconsulting.com/blog/2024/03/increase-your-preparedness-for-self-scoring-proposals/) - By mastering self-scoring proposals, bid and proposal professionals can distinguish their bids and enhance their chances of securing government contracts. - [Stepping Up in the Absence of Capture Managers](https://lohfeldconsulting.com/blog/2024/03/stepping-up-in-the-absence-of-capture-managers/) - I recently read an insightful article, Why Is the Length of Time That GovCon Capture Managers Stay with a Company Getting Shorter?, by Peter Lierni, CAP.APMP, CP.APMP. Peter indicated that, in the past, a capture manager in the government contracting arena usually stayed on a job for 18-24 months, but that time has decreased to - [Proposal Real Estate is Invaluable – Use it Wisely!](https://lohfeldconsulting.com/blog/2024/04/proposal-real-estate-is-invaluable-use-it-wisely/) - Each section of your proposal resembles a coveted piece of real estate in a bustling proposal metropolis. Here, every word counts, every sentence holds weight, and the space on each page is invaluable. Imagine navigating the crowded streets of Proposalville, where space is at a premium, competition is intense, and real estate costs skyrocket. Within - [Advice for New Companies Looking to Create Winning Government Proposals](https://lohfeldconsulting.com/blog/2024/04/advice-for-new-companies-looking-to-create-winning-government-proposals/) - Approach government contracting as a marathon versus a sprint. Here are our Top 10 Strategies for new companies looking to create winning government proposals. - [AI in the Spotlight: Where Do Bid and Proposal Professionals Stand?](https://lohfeldconsulting.com/blog/2024/05/ai-in-the-spotlight-where-do-bid-and-proposal-professionals-stand/) - In a world where artificial intelligence (AI) is revolutionizing industries from healthcare to finance, it’s no surprise that it’s also making waves in the field of bid and proposal management. Whether it’s enhancing decision-making, streamlining processes, or supporting proposal writing, it’s no longer a futuristic concept—it’s here, and its impact is growing. But how integrated - [The Impact of Generative AI on Cost Savings in Bids and Proposals](https://lohfeldconsulting.com/blog/2024/05/the-impact-of-generative-ai-on-cost-savings-in-bids-and-proposals/) - Lohfeld Consulting sponsored an independent survey to evaluate the extent of cost savings that businesses have experienced using AI technology. The results show a varied perception of savings, ranging from minimal to substantial. This blog delves into these results to better understand the financial impact of generative AI in the bid and proposal profession. Survey - [Winning Bids with Cutting-Edge AI Technology](https://lohfeldconsulting.com/blog/2024/05/winning-bids-with-cutting-edge-ai-technology/) - Artificial Intelligence (AI) technology has emerged as a game-changer for bid and proposal professionals. According to a vendor- and platform-neutral benchmark study by Lohfeld Consulting, organizations incorporating Generative AI (GenAI) into their bid processes have seen improvements in bid and proposal efficiency and quality. By streamlining operations and extracting critical insights, AI equips professionals with - [10 Essential and Emerging Skills Every Proposal Professional Should Have](https://lohfeldconsulting.com/blog/2024/05/10-essential-and-emerging-skills-every-proposal-professional-should-have/) - Success in the bid and proposal field hinges on meticulous planning, strategic insight, and adaptive communication skills. The profession requires proposal professionals to be agile learners and innovative thinkers. In this blog, we'll explore the foundational and emerging skill sets every proposal manager and writer should possess to stay ahead in this competitive field. Foundational - [Drowning in Emails? How Proposal Managers Can Handle Email Overload](https://lohfeldconsulting.com/blog/2024/06/drowning-in-emails-how-proposal-managers-can-handle-email-overload/) - As a busy proposal manager, your inbox can often resemble a never-ending avalanche. The sheer volume of daily emails can be daunting, but fear not! You can regain control and boost your productivity with the right strategies and tools. Here are five practical tips, tailored specifically for proposal managers, that we tested to help you - [Writing the Proposal of the Future – with GenAI (Your Questions Answered)](https://lohfeldconsulting.com/blog/2024/06/writing-the-proposal-of-the-future-with-genai-your-questions-answered/) - Artificial Intelligence (AI) is transforming industries, and the bid and proposal industry is no exception. On June 11, 2024, Bruce Feldman, Vice President of AI for Lohfeld Consulting, presented the webinar "Writing the Proposal of the Future – with GenAI" to Deltek GovWin customers. The session was packed with insights and sparked many questions from - [Unlock Your GovCon Success: 20 Free Websites to Help Win Your Next Contract](https://lohfeldconsulting.com/blog/2024/06/unlock-your-govcon-success-20-free-websites-to-help-win-your-next-contract/) - Whether you're a seasoned pro or just getting started, knowing where to find vital information can give you a significant edge in your next bid or proposal. From tracking federal spending to understanding compliance requirements, these free government websites provide essential resources to help you succeed in the GovCon space. Below is a list of - [Unlock Your GovCon Success: 12 Free News Sources Every Contractor Needs](https://lohfeldconsulting.com/blog/2024/07/unlock-your-govcon-success-12-free-news-sources-every-contractor-needs/) - Staying informed in the dynamic world of government contracting (GovCon) is crucial for success. The GovCon media offers a wealth of free information, keeping you updated on the latest news, issues, and trends. From defense technology to federal policies, these sources provide valuable insights to help you stay ahead of the curve. This article highlights - [Generative AI for Proposal Development: Insights and Innovations in GovCon - Two-Part Webinar Series | April 17 & 24, 2024](https://lohfeldconsulting.com/blog/2024/03/generative-ai-for-proposal-development-insights-and-innovations-in-govcon-two-part-webinar-series-april-17-24-2024/) - Join us on April 17 and 24, 2024 for our 2-part webinar series exploring the integration of Generative AI within the GovCon bid and proposal lifecycle. - [Harnessing Emerging Technologies for Government RFP Success](https://lohfeldconsulting.com/blog/2024/03/harnessing-emerging-technologies-for-government-rfp-success/) - Assess your portfolio, invest in emerging technologies of tomorrow, and prepare your team to create high-scoring proposal responses - [RFI Response Success Stories: How to Stand Out in Government Contracting](https://lohfeldconsulting.com/blog/2024/02/rfi-response-success-stories-how-to-stand-out-in-government-contracting/) - Review and refine your RFI response strategy today, incorporating five tips for mastering the creation of compelling RFI responses to elevate your approach. - [Captivate Proposal Evaluators: Make Your Submission Unforgettable](https://lohfeldconsulting.com/blog/2024/02/captivate-proposal-evaluators-make-your-submission-unforgettable/) - 10 techniques to transform your proposal into a compelling narrative that retains the proposal evaluator’s attention from start to finish - [OASIS+ Proposal Management Tool Update – FREE](https://lohfeldconsulting.com/blog/2023/08/oasis-proposal-management-tool-update-free/) - Download Lohfeld Consulting's FREE OASIS+ Proposal Management Tool (updated for the FINAL RFP) to manage your project selection and analyze your scores. - [Teaming friends, frenemies, and enemies - 12 tips to mitigate harmful effects](https://lohfeldconsulting.com/blog/2023/03/teaming-friends-frenemies-and-enemies-12-tips-to-mitigate-harmful-effects/) - 12 screening tips to help identify friends and mitigate the potentially harmful effects of frenemies and enemies when teaming on government proposals. - [Bid and proposal department “Boss for a Day”](https://lohfeldconsulting.com/blog/2023/03/bid-and-proposal-department-boss-for-a-day/) - What would you do to build the bid and proposal department from the ground up within the next 60 days? Here’s a quick overview of our response. - [The keys to capture management](https://lohfeldconsulting.com/blog/2015/09/the-keys-to-capture-management/) - Bob Lohfeld, Lisa Pafe, and Beth Wingate discuss keys to capture management - including market strategies, pipeline development, and proposal preparation. - [NEW Lohfeld book released - 10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters](https://lohfeldconsulting.com/blog/2017/05/new-lohfeld-book-released-10-steps-to-creating-high-scoring-proposals-a-modern-perspective-on-proposal-development-and-what-really-matters-2/) - We share our insights on what’s truly important in capture and proposal development and on best practices for creating high-scoring proposals. - [Highlight your Strengths](https://lohfeldconsulting.com/blog/2017/08/highlight-your-strengths/) - Lisa Pafe explains how features tell, benefits sell...but in the federal space, Strengths result in the win. Learn to develop and highlight your strengths. - [The Great Proposal: A True Story of Strengths](https://lohfeldconsulting.com/blog/2019/02/the-great-proposal-a-true-story/) - How to identify and overcome the usual problems when preparing for a recompete and focus on Strengths using Strength-Based Solutioning. - [Transform Color Team Reviews with Training](https://lohfeldconsulting.com/blog/2020/01/transform-color-team-reviews-in-2020-with-training/) - Invest in training your employees to evaluate proposals constructively during color team reviews and see your win rates soar! - [Using mind maps for proposal management activities](https://lohfeldconsulting.com/blog/2020/03/using-mind-maps-for-proposal-management-activities/) - Visually generate, organize, structure, analyze, and classify ideas or information for your proposal management activities using mind maps. - [A winning proposal isn't always the best](https://lohfeldconsulting.com/blog/2020/03/a-winning-proposal-isnt-always-the-best/) - A winning proposal isn't always the best proposal. Evaluate your bids using a variety of quality measures to identify areas for improvement. - [Staffing Rationale](https://lohfeldconsulting.com/blog/2021/02/staffing-rationale/) - Strong staffing rationales consist of multiple overlapping methods to estimate the correct number, type, and mix of staff. - [7 ways a technical volume lead can improve the business volume](https://lohfeldconsulting.com/blog/2021/02/7-ways-a-technical-volume-lead-can-improve-the-business-volume/) - Our industry tends to separate the work of Technical Volume Leads and Business Volume Leads. Clearly, businesses need to protect their rate structures, pricing, and salary information. However, there are many good reasons why the tight integration of the Technical Volume Lead and Business Volume Lead can improve the content of the Business Volume. The - [A Microsoft Word feature you will love!](https://lohfeldconsulting.com/blog/2021/02/a-microsoft-word-feature-you-will-love/) - We all use it! Microsoft Word. The number 1 software tool used for proposal preparation. In time, we all discover those lesser-known features that really improve productivity. The Style Separator is one of my favorites. Style Separator This feature was revolutionary for me. It enables you to use multiple styles in a paragraph. For example, - [How COVID has changed successful proposal writing](https://lohfeldconsulting.com/blog/2021/02/how-covid-has-changed-successful-proposal-writing/) - This article was originally published February 3, 2021 on WashingtonTechnology.com The COVID-19 pandemic impacts our attention spans—both negatively and positively. In a world of digital distractions, our customers already suffer from a lack of focus due to multi-tasking, stress, information overload, and Fear of Missing Out (FOMO). Proposal content must speak to Source Selection Evaluation - [How readable is your proposal?](https://lohfeldconsulting.com/blog/2021/03/how-readable-is-your-proposal/) - What does readability mean? Readability is a measure of how easy it is to understand a piece of writing. When writing a proposal, the level of readability affects how well your offer is understood by the reader. Best practices for readable writing include the use of a clear, easy-to-read style, active rather than passive voice, - [Is your proposal's executive summary worth the bother?](https://lohfeldconsulting.com/blog/2021/03/is-your-proposals-executive-summary-worth-the-bother/) - True or false? The executive summary convinces the decision maker to award your company the contract. In the world of federal proposals, it's most likely false. - [[Webinar replay available] Resumes for the Proposal Win (Expert tips to turn people into scoreable Strengths) | Lohfeld Business Winning Webinar](https://lohfeldconsulting.com/blog/2021/03/webinar-replay-available-resumes-for-the-proposal-win-expert-tips-to-turn-people-into-scoreable-strengths-lohfeld-business-winning-webinar/) - Learn how to polish resumes, turn your personnel into the heroes of your proposal stories, and create persuasive evidence of your solution Strengths - [Does the latest CIO-SP4 amendments create inequities?](https://lohfeldconsulting.com/blog/2021/06/does-the-latest-cio-sp4-amendments-create-inequities/) - Sudden change to CIO-SP4 self-scoring experience requirements may end up putting small businesses at a disadvantage and creates a less than level playing field. - [No metrics? No proposal win!](https://lohfeldconsulting.com/blog/2021/07/no-metrics-no-proposal-win/) - Features tell, and benefits sell. However, the solution features and benefits alone are insufficient. There is a third element in the winning equation: metrics. - [Six tips for better content reuse](https://lohfeldconsulting.com/blog/2021/08/six-tips-for-better-content-reuse/) - Proposal content reuse at its best improves productivity and make the most of your bid and proposal (B&P) resources. Every company reuses proposal content, whether they have a formal content reuse strategy with tools, technology, and dedicated writers or individuals who reuse their own latest and greatest nuggets independently—or they are somewhere in between. As - [[Webinar replay] An insider’s look at government source selection – how it really works and what you need to know: Part 1](https://lohfeldconsulting.com/blog/2021/07/webinar-replay-available-an-insiders-look-at-government-source-selection-how-it-really-works-and-what-you-need-to-know-part-1-lohfeld-business-winning-webinar-2/) - Lohfeld examines Federal Government acquisition and source selection life cycle with our DOD, GSA, and civilian agency acquisition and source selection experts. - [[Webinar replay available] An insider’s look at government source selection – how it really works and what you need to know: Part 2](https://lohfeldconsulting.com/blog/2021/08/webinar-replay-available-an-insiders-look-at-government-source-selection-how-it-really-works-and-what-you-need-to-know-part-2-lohfeld-business-winning-webinar/) - Lohfeld examines the Federal Government acquisition and source selection life cycle with our experts in DOD, GSA, and civilian acquisition and source selection - [How does the government evaluate a proposal PWS?](https://lohfeldconsulting.com/blog/2021/10/how-does-the-government-evaluate-a-proposal-pws/) - Federal Acquisition Regulation (FAR) 37.602 gives the Federal Government the freedom to decide if the acquiring agency or the bidder prepares the Performance Work Statement (PWS). When the offeror prepares and submits the PWS as part of its technical proposal, often the evaluation criteria give the Source Selection Evaluation Board (SSEB) quite a bit of - [Building confidence is key to winning State's $8B EVOLVE contract](https://lohfeldconsulting.com/blog/2021/12/building-confidence-is-key-to-winning-states-8b-evolve-contract/) - For State's highly competitive $8B EVOLVE procurement, bidders must begin now to strategize on mitigating risks and achieving a High Confidence rating. - [NOAA's $8B ProTech 2.0 solicitation brings the latest in streamlined acquisition](https://lohfeldconsulting.com/blog/2022/01/noaas-8b-protech-2-0-solicitation-brings-the-latest-in-streamlined-acquisition/) - NOAA ProTech 2.0 plans to speed acquisition time using Advisory Down-Select, Orals, Confidence Ratings, Consensus Evaluation, Streamlined Documentation - [50 Words and phrases to ghost competitors](https://lohfeldconsulting.com/blog/2022/01/50-words-and-phrases-to-ghost-competitors/) - Building confidence in your solution and casting doubt on a competitor’s solution is one of the best ways to influence a customer to select your solution. In the proposal industry, we call that method ghosting the competition. The next time you want to ghost a competitor consider using one of the following 50 words and - [50 Words and phrases that call attention to your benefits, strengths, and discriminators](https://lohfeldconsulting.com/blog/2022/01/50-words-and-phrases-that-call-attention-to-your-benefits-strengths-and-discriminators/) - Calling out your benefits, Strengths, and discriminators helps the customer recognize them and can help raise your proposal score. - [When to stop last-minute changes](https://lohfeldconsulting.com/blog/2022/02/when-to-stop-last-minute-changes/) - One of a proposal team’s biggest frustrations is last-minute changes, which can introduce errors into written proposals or cause synchronization issues with oral proposal slides and scripts. Before making last-minute changes consider the type of change you are making and how it affects proposal timeliness and quality. Table 1 Column 1 lists welcome changes that - [Tips for shredding RFPs quickly and accurately](https://lohfeldconsulting.com/blog/2022/02/tips-for-shredding-rfps-quickly-and-accurately/) - Most companies want to minimize the time spent preparing Requests for Proposal (RFP) compliance matrices without skimping on accuracy. Typically, companies allow one to three days from the time they receive an RFP to the time the kickoff meeting occurs. Within that timeframe, proposal managers must also create kickoff slides, complete the proposal schedule, arrange - [20 tips for conducting smooth client demos and oral presentations](https://lohfeldconsulting.com/blog/2022/02/20-tips-for-conducting-smooth-client-demos-and-oral-presentations/) - 20 tips for conducting client demos and orals - most important tip is to be well-prepared to deliver the presentation and respond to questions under pressure!) - [5 industry trends that affect bid and proposal professionals’ employment](https://lohfeldconsulting.com/blog/2022/03/5-industry-trends-that-affect-bid-and-proposal-professionals-employment/) - In 2022, the following 5 industry trends will impact bid and proposal (B&P) professionals’ recruiting, employment, development, training, and retention. - [50 Words and Phrases that Support Past Performance Development](https://lohfeldconsulting.com/blog/2022/03/50-words-and-phrases-that-support-past-performance-development/) - Consider using any of the following 50 words or phrases in your proposals to call attention to your exceptional performance. - [Five tips to help evaluators find key words (and winning content)](https://lohfeldconsulting.com/blog/2022/04/five-tips-to-help-evaluators-find-key-words-and-winning-content/) - Government source selection officials are very likely to review your bid electronically versus hard copy. Use our 5 tips to help evaluators find key words. - [Planning and delivering winning orals presentations](https://lohfeldconsulting.com/blog/2022/08/planning-and-delivering-winning-orals-presentations/) - Planning and delivering winning orals presentations (virtual and in-person) with the APMP Chesapeake Chapter and Lohfeld Consulting Group on Sept 7, 2022 - [[Webinar Replay] Planning and delivering winning orals presentations](https://lohfeldconsulting.com/blog/2022/09/webinar-replay-planning-and-delivering-winning-orals-presentations/) - In today’s world, you need to be ready to deliver either in-person orals — or virtual orals. Learn about planning and delivering winning orals presentations. - [Alliant 3 - Opportunity at a glance](https://lohfeldconsulting.com/blog/2022/10/alliant-3-opportunity-at-a-glance/) - GSA released a Draft Request for Proposal (DRFP) and questions template for Alliant 3 on October 19, 2022. On October 21, GSA released an Alliant 3 Modification with a new DRFP and the Document Verification and Self Scoring Worksheet. Alliant 3 Questions GSA requests that offerors review the documents and provide questions and comments by - [Getting Ready for OASIS+: Prepare before, during, and after the bid to win more task orders | WEBINAR REPLAY](https://lohfeldconsulting.com/blog/2023/02/getting-ready-for-oasis-prepare-before-during-and-after-the-bid-to-win-more-task-orders-webinar-replay/) - Learn how to prepare for OASIS+ before RFP release, prepare your proposal response efficiently and accurately, and leverage OASIS+ to win more task orders. - [How do you stand out in a crowded field of competitors?](https://lohfeldconsulting.com/blog/2023/02/how-do-you-stand-out-in-a-crowded-field-of-competitors/) - Learn five tips to make your company stand out and your proposals shine - [Get ready for five great Q3 bids](https://lohfeldconsulting.com/blog/2023/04/get-ready-for-five-great-q3-bids/) - While the government’s 4th quarter offers the highest number and $ value of solicitations during the year, they start turning on the spigot in the 3rd quarter. Get prepared! ## Pages - [Expert Grant and Proposal Services to Win More!](https://lohfeldconsulting.com/) - Why work with Lohfeld? Our grants consultants have mastered the art of pursuing and winning government grants and contracts. - [From Prompts to Proposals: An AI Maturity Model](https://lohfeldconsulting.com/our-books/from-prompts-to-proposals-an-ai-maturity-model/) - What's inside Introduction | AI Maturity Model for Bids and Proposals AI Maturity Model Overview Level 1: Explore – Ad Hoc Use and Curiosity Level 2: Apply – Repeatable Use Cases and Early Wins Level 3: Standardize – Shared Workflows and Guardrails Level 4: Scale – Quality, Trust, and ROI Level 5: Transform – Human-Led - [Best Informed Wins, Volume 1](https://lohfeldconsulting.com/our-books/best-informed-wins-volume-1/) - Bob Lohfeld shares his insights on capture management and proposal management, as well as best practices and business development advice for GovCon. - [Best Informed Wins, Volume 2](https://lohfeldconsulting.com/our-books/best-informed-wins-volume-2/) - Bob Lohfeld shares capture management and proposal management thoughts and best practices—and business development advice for government contractors. - [10 steps to creating high-scoring proposals](https://lohfeldconsulting.com/our-books/10-steps-to-creating-high-scoring-proposals/) - Lohfeld Consulting's 10 Steps to Creating High-Scoring Proposals helps you produce proposals that consistently achieve the highest scores and win contracts. - [Insights, Volume 1](https://lohfeldconsulting.com/our-books/insights-volume-1/) - Lohfeld’s experts share proposal development and capture management-related tips, hints, and tricks—and thoughts on best practices in proposal development. - [Insights, Volume 2](https://lohfeldconsulting.com/our-books/insights-volume-2/) - Lohfeld’s experts share more proposal development and capture management-related tips, hints, and tricks—and thoughts on proposal development best practices. - [Insights, Volume 3](https://lohfeldconsulting.com/our-books/insights-volume-3/) - Lohfeld’s experts share more tested proposal development and capture management-related tips, hints, and tricks—and best practices in proposal development. - [Insights, Volume 4](https://lohfeldconsulting.com/our-books/insights-volume-4/) - Lohfeld's Insights, Volume 4, presents insights into preparing the groundwork for pipeline development and capture management. - [Insights, Volume 5](https://lohfeldconsulting.com/our-books/insights-volume-5/) - Lohfeld's Book, Insights Volume 5, describes how bid and proposal professionals can harness the power of AI to facilitate capture and proposal development. - [Insights, Volume 6](https://lohfeldconsulting.com/our-books/insights-volume-6/) - Lohfeld Consulting's book, Insights Vol. 6: Winning Tomorrow: Future-Proof Strategies for Proposal Success Today, focuses on making long-lasting changes today. - [Home](https://lohfeldconsulting.com/home-2/) - Lohfeld Consulting is a premier capture and proposal services and training firm focused exclusively on winning government contracts and grants. - [Find Your Ideal Bid and Proposal Industry Job Now!](https://lohfeldconsulting.com/about/careers/) - #We have ongoing requirements for senior-level Proposal Managers, Capture Managers, Technical Writers, Orals Coaches, Graphic Artists, DTP, and Editors. - [Let Our Proposal Training Empower Your Ultimate Success!](https://lohfeldconsulting.com/training-events/proposal-management/) - Our proposal management training demystifies federal government evaluation scoring and metrics. It offers scalable activities to produce high-scoring proposals. - [Get Faster Results from Your GenAI Implementation Now!](https://lohfeldconsulting.com/training-events/generative-ai-power-user-immersion-program/) - Put distance between yourself and your competitors faster by by benefitting from Lohfeld’s GenAI Power User Immersion Program. - [Take Lohfeld Capture Training to Win More Bids Now!](https://lohfeldconsulting.com/training-events/capture-management/) - Learn how to apply capture management processes to win the programs you pursue consistently. We share our 10-step process that covers major capture management activities, framed by specific case studies and typical activities. This interactive course includes discussions, group exercises using real-world pursuits (such as a Defense Systems IDIQ task order, DHS Transportation Security Laboratory - [Think and Score Proposals Like an Evaluator Now!](https://lohfeldconsulting.com/training-events/strength-based-winning/) - Learn what evaluators look for, how to highlight your strengths, and how to perform Strength-Based Winning, Capture, Solutioning, and Proposal Reviews. - [Secure More Wins! with Expert Proposal Writing Training!](https://lohfeldconsulting.com/training-events/modern-proposal-writing/) - Learn what constitutes great proposal writing and how to plan and write effective proposals, avoid common pitfalls, and increase proposal evaluation scores. - [Get Certified Now -– APMP® Certification Training & Exam Prep!](https://lohfeldconsulting.com/training-events/apmp-foundation-certification/) - Prepare for the APMP Foundation exam (based on APMP's Study Guide), review best practices for implementing competencies, and review practice questions. - [Achieve Victory Now at Bid & Proposal Bootcamp!](https://lohfeldconsulting.com/training-events/bid-and-proposal-bootcamp/) - In Bootcamp, you’ll learn the skills to help your team win your recompetes, grow business organically, and support the growth through new contracts. - [Write More Winning Proposals and Secure Contracts Now!](https://lohfeldconsulting.com/services/proposal-services/proposal-writing-editing/) - Lohfeld Consulting's proposal writers integrate with your team and provide clear, compliant, persuasive, and strength-based proposal writing. - [Privacy Policy](https://lohfeldconsulting.com/about/privacy-policy/) - Our Privacy Notice outlines the personal information we collect, how we use it, with whom we share it, and the choices available to you. - [About Us](https://lohfeldconsulting.com/about/) - Lohfeld Consulting Group helps companies create winning proposals, as the premier proposal services consulting firm focused exclusively on government markets. - [Our Expert Reviews Help You Win More Proposals!](https://lohfeldconsulting.com/training-events/strength-based-proposal-reviews/) - Learn what makes a great proposal and how to conduct Strength-Based Proposal Reviews and evaluate and score your proposals like a government evaluator. - [Achieve Victory Now with Free On-Demand Learning!](https://lohfeldconsulting.com/training-events/on-demand-webinars/) - Lohfeld Business Winning Webinars are available on demand. We built a library of topics covering business development, capture, and proposal information. - [GenAI Training for Driving Proposal Quality and Efficiency](https://lohfeldconsulting.com/training-events/generative-ai-for-proposal-professionals/) - Improve your competitive advantage by taking our Generative AI (GenAI) class to accelerate your proposal development. - [View these Classes & Events to Grow Your Business Now!](https://lohfeldconsulting.com/training-events/) - Give your team the skills and knowledge training essential to capturing new business and writing, managing, and reviewing proposals effectively and efficiently. - [Triumph in Orals with Expert Orals Coaching!](https://lohfeldconsulting.com/services/orals/orals-coaching/) - We provide orals coaching support for every experience level, so your team can present with confidence. - [Elevate Your Orals for Ultimate Victory!](https://lohfeldconsulting.com/services/orals/) - Our experienced presentation development experts and orals coaches help your team present your best-value solutions and benefits to the customer. - [Optimize Your Proposal Reviews for Ultimate Victory!](https://lohfeldconsulting.com/services/reviews-assessments/) - Lohfeld's senior professionals participate in color reviews, independent proposal reviews against our 7 Quality Measures, and mock government SSEB reviews. - [Proven Capture and Proposal Services to Win More!](https://lohfeldconsulting.com/services/) - We provide Strength-Based Winning® proposal, capture management, grants, and task order services; process consulting; and capture, proposal, and GenAI training. - [Strength-Based Solutioning®](https://lohfeldconsulting.com/services/strength-based-winning/strength-based-solutioning/) - Strength-Based Solutioning helps you enhance your proposal quality and optimize your proposal scores, ultimately leading to a contract win. - [Strength-Based Proposal Reviews](https://lohfeldconsulting.com/services/strength-based-winning/strength-based-proposal-reviews/) - To improve proposal quality and submit winning bids, you have to think like a government evaluator. Use our Strength-Based Winning® to improve your reviews. - [Unlock Victory Potential with Strength-Based Winning®!](https://lohfeldconsulting.com/services/strength-based-winning/) - Strength-Based Winning® demystifies how to create winning proposals. Our classes show your team how to think and score like evaluators. - [Empower Capture Success with Expert Processes!](https://lohfeldconsulting.com/services/capture-services/capture-process-optimization/) - Our proven capture & proposal process support can help raise your win probability, increase new business revenue, and decrease cost of new business acquisition. - [Our Expert Capture Managers Help Lead You to Victory](https://lohfeldconsulting.com/services/capture-services/capture-management/) - Do you need help planning and leading your captures? Let us take the lead and apply our Strength-Based Winning® capture management process to your capture. - [Achieve Victory with Proven Capture Strategies!](https://lohfeldconsulting.com/services/capture-services/) - We'll help you develop your capture plan, coach your team in executing capture initiatives, and raise your competitiveness through a well-defined process. - [Get Expert Graphics & Desktop Proposal Services Now!](https://lohfeldconsulting.com/services/proposal-services/proposal-graphics-desktop-publishing/) - Our proposal graphics designers/conceptual artists work with your technical personnel and SMEs to develop compelling proposal illustrations. - [Expert GenAI Services to Empower Proposal Speed and Quality!](https://lohfeldconsulting.com/services/proposal-services/ai-proposal-development/) - Let us help you develop high-quality proposals efficiently using GenAI. Lohfeld Consulting offers more than 100 consultants trained in GenAI. - [Expert Proposal Services to Secure More Contracts & Grants!](https://lohfeldconsulting.com/services/proposal-services/) - We help clients win more government contracts. We can provide a complete proposal team or experts to augment your team. - [Secure Your High-Tech Grant Funding Now!](https://lohfeldconsulting.com/services/proposal-services/complex-technology-grant-proposals/) - Do you want to win a grant? Lohfeld Consulting's bench of subject-matter experts can help you navigate the complexities of applications to win more grants. - [GSA Schedule Contracts](https://lohfeldconsulting.com/services/gsa-schedule-contracts/) - Lohfeld Consulting Group can help guide you through every phase of the GSA Schedule proposal process to maximize your success. - [Complex Technology Grant Proposals](https://lohfeldconsulting.com/complex-technology-grant-proposals/) - Lohfeld Consulting has made technology grants a business focus, adding a strong technical bench with subject-matter experts to help clients win grants. - [Contract and Grant Opportunities](https://lohfeldconsulting.com/contract-grant-opportunities/) - [Expert Proposal Management Services to Win More!](https://lohfeldconsulting.com/services/proposal-services/proposal-management/) - Look to Lohfeld Consulting for proposal management and Strength-Based Solutioning™ experts. We provide on-site and virtual capture and proposal teams. - [Gain Insights from Our Books that Empower Your Success Now!](https://lohfeldconsulting.com/our-books/) - We share our modern perspective on capture and proposal management and what matters within the proposal process. We’re using these insights to help our customers concentrate on what’s truly important in proposal development and on best practices that may have fallen to the wayside in their companies. - [Contact Us – Let Us Help You Grow Your Business Now!](https://lohfeldconsulting.com/contact-us/) - Please contact us to discuss your capture, proposal, grant, and related training requirements. - [Our Partners Can Help You Secure More Contracts!](https://lohfeldconsulting.com/about/partners-affiliates/) - Our Partners. 24 Hour Company specializes in bid-winning proposal graphics. - [We Appreciate Your Feedback and Comments!](https://lohfeldconsulting.com/about/clients-feedback/) - “Each of you played an absolutely critical role in the success of probably the best proposal we have ever put together in the history of [company]… This is the first time we have ever had outside help, and even though it has only been a couple weeks with everything you took in and digested if feels like you were really a part of our [company] team – thank you for all your guidance and help – it really made this go round so much better for us – and by “us” I mean absolutely for me!” - [Thank You!](https://lohfeldconsulting.com/contact-us/contact-thanks/) - Thanks for contacting us! We will get in touch with you shortly. ## Leadership - [Wendy Frieman](https://lohfeldconsulting.com/about/leadership/wendy/) - Wendy has over 20 years’ experience winning complex, multimillion-dollar federal contracts for major high-technology companies. As a proposal manager, writer, volume lead, and trainer, Wendy brings proven skills throughout the entire business development (BD) lifecycle, including sales, capture management, proposal management, and program management. She is adept at formulating strategies, identifying strengths and discriminators, integrating - [Louise Fisher](https://lohfeldconsulting.com/about/leadership/louise/) - Louise has spent over 25 years leading and writing successful proposals and oral presentation scripts for complex, high-value federal contracts in sectors like defense, national security, civilian, health, and public safety. She is recognized for her exceptional talent in interviewing SMEs and technical staff to develop compelling, compliant, and high-scoring content. In addition to proposal - [Bruce Feldman](https://lohfeldconsulting.com/about/leadership/bruce-feldman/) - Bruce brings more than 30 years of experience as a subject matter expert (SME) in business development, capture management, and proposal development specializing in Space and National Intelligence programs for the U.S. Air Force (USAF), U.S. Space Force (USSF), Intelligence Community (IC), Office of the Secretary of Defense (OSD), Department of Defense (DOD) 4th Estate, - [Dr. Doug Himberger](https://lohfeldconsulting.com/about/leadership/dr-doug-himberger/) - Doug has been at the forefront of business development and proposal strategy and execution for more than 35 years. At Lohfeld Consulting, Doug serves as a bid strategist, Strength-Based Solutions® advisor, volume lead, storyboard developer, and color team lead and participant. He is also a capture management expert, both co-designing and teaching multiple Lohfeld training - [Karen C. Gauthier](https://lohfeldconsulting.com/about/leadership/kg/) - Karen has more than 25 years of experience with broad and deep expertise in marketing and business development strategy and execution, direct to U.S. Federal Government (i.e., FEMA, HHS, USPS, VA); direct to Prime Federal Contractors (i.e., BAE Systems, Boeing, CGI, Northrop Grumman, Serco) and via General Services Administration (GSA) Schedules for companies of all - [Bob Lohfeld](https://lohfeldconsulting.com/about/leadership/bob-lohfeld/) - Bob Lohfeld serves as Chairman Emeritus of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and Strength-Based Winning® proposal development. He teaches Capture Management and writes the Capture Management column in Washington Technology magazine. Prior to - [Dana Katalinas](https://lohfeldconsulting.com/about/leadership/dana-katalinas/) - Dana has over 25 years of experience in business, capture, and proposal development. Over her career, she has led the planning, staffing, and management of multiple simultaneous business and proposal efforts, while achieving corporate and division revenue, profit, and bookings goals. Prior to joining Lohfeld Consulting Group, Dana served at VSE Corporation in senior leadership - [Maryann Lesnick](https://lohfeldconsulting.com/about/leadership/maryann-lesnick/) - Maryann Lesnick has spent more than 35 years in business development, Strength-Based Winning® (proposal management, writing, and editing), capture management, project management, and quality management for both federal and commercial sectors. She holds APMP Professional-level certification (CP APMP) and is a Project Management Institute (PMI) certified Project Management Professional (PMP). She is also a Certified - [Dwayne Baptist](https://lohfeldconsulting.com/about/leadership/dwayne-baptist/) - Dwayne brings 30 years’ experience in the IT and service delivery sector, with 25 years’ experience in capture and proposal development. An expert Proposal Manager, Orals Coach, and Color Reviewer, he is a preeminent proposal strategist and solution architect. He has worked across DoD, many parts of DHS, and numerous civilian Federal Agencies. He has - [Liz Skarlatos](https://lohfeldconsulting.com/about/leadership/liz-skarlatos/) - Liz brings more than 30 years of experience to her work with Lohfeld Consulting clients. She has extensive experience in business development, capture management, Strength-Based Winning® proposal management, proposal writing, and compliance review experience. Most recently, she served as capture manager, proposal manager, acquisition strategy advisor, and color team reviewer on single and multiple award - [Lisa Pafe](https://lohfeldconsulting.com/about/leadership/lisa-pafe/) - With more than 25 years of experience in business development, capture and proposal management, process improvement, and training, Lisa Pafe is a seasoned expert in her field. She holds multiple industry certifications. She is an APMP Fellow and holds APMP Professional-level certification (CPP APMP Fellow), a Project Management Institute (PMI) certified Project Management Professional (PMP), - [Brenda Crist](https://lohfeldconsulting.com/about/leadership/brenda-crist/) - Brenda Crist serves as a senior capture and proposal manager and develops strategic solutions for clients. She focuses on helping 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 Crist has - [Beth Wingate](https://lohfeldconsulting.com/about/leadership/beth-wingate/) - Beth Wingate serves as Lohfeld Consulting Group’s CEO. She has more than 30 years’ proposal development, management, and corporate communications experience. She helps clients develop Strength-Based Winning® proposals and improve their proposal operations, and she specializes in managing responses to large government procurements as well as task order proposals. Prior to joining our firm, she ## Events - [APMP® Foundation Certification: Prep & Exam | October 23, 2026 | Sponsored by the APMP-NCA Chapter](https://lohfeldconsulting.com/class-schedule/apmp-foundation-certification-prep-exam-october-23-2026-sponsored-by-the-apmp-nca-chapter/) - The APMP-NCA Chapter and Lohfeld Consulting offer a one-day webinar on Oct. 23, 2026, to prepare attendees to pass the APMP® Foundation Certification V4 exam. - [Winning Your Next Government Grant | Lohfeld APMP TV Webinar | April 4, 2024](https://lohfeldconsulting.com/class-schedule/winning-your-next-government-grant-lohfeld-apmp-tv-webinar/) - Learn to craft compelling government grant applications that meet rigorous requirements and stand out in a competitive funding environment. - [Capture Management for Federal Contractors - May 5-7, 2026 LIVE ONLINE Training (4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-may-5-7-2026-live-online-training-4-5-hours-per-day-over-3-days/) - Learn Lohfeld's 10-step capture management process - identify and qualify new opportunities and develop a value proposition with discriminating strengths. - [Capture Management for Federal Contractors - October 20-22, 2026 LIVE ONLINE Training (4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-october-20-22-2026-live-online-training-4-5-hours-per-day-over-3-days/) - Learn Lohfeld's 10-step capture management process - identify and qualify new opportunities and develop a value proposition with discriminating strengths. - [Capture Management for Federal Contractors - December 1-3, 2026 LIVE ONLINE Training (4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-december-1-3-2026-live-online-training-4-5-hours-per-day-over-3-days/) - Learn Lohfeld's 10-step capture management process - identify and qualify new opportunities and develop a value proposition with discriminating strengths. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | September 15-17, 2026 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-september-15-17-2026-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Focused Proposal Reviews and write proposal text highlighting those strengths. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | December 8-10, 2026 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-december-8-10-2026-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Focused Proposal Reviews and write proposal text highlighting those strengths. - [Proposal Management for Federal Contractors - LIVE ONLINE Training | November 17-19, 2026 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/proposal-management-for-federal-contractors-live-online-training-november-17-19-2026-4-hours-per-day-over-3-days/) - Learn our proposal management best practices, tips, and tools for managing every aspect of your proposals from pre-proposal through post-submission activities. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | July 21-23, 2026 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-july-21-23-2026-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that improve proposal quality and increase win rates. Practice these skills with instructor feedback. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | October 27-29, 2026 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-october-27-29-2026-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that improve proposal quality and increase win rates. Practice these skills with instructor feedback. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | June 9-11, 2026 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-june-2-4-2026-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [APMP® Foundation Certification: Prep & Exam | September 18, 2025 | Sponsored by the APMP Chesapeake Chapter](https://lohfeldconsulting.com/class-schedule/apmp-foundation-certification-prep-exam-september-18-2025-sponsored-by-the-apmp-chesapeake-chapter/) - APMP Chesapeake Chapter and Lohfeld Consulting offer a 1-day webinar on Sept. 18, 2025 to prepare attendees to pass the APMP® Foundation Certification V4 exam. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | April 21-23, 2026 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-april-21-23-2026-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that improve proposal quality and increase win rates. Practice these skills with instructor feedback. - [APMP® Foundation Certification: Prep & Exam | Saturday, November 15, 2025](https://lohfeldconsulting.com/class-schedule/apmp-foundation-certification-prep-exam-saturday-november-15-2025/) - Our updated APMP® Foundation Certification prep course trains you for the refreshed APMP Foundation V4 certification exam, based on the APMP Body of Knowledge. - [Capture Management for Federal Contractors - April 29-May 1, 2025 LIVE ONLINE Training (4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-april-29-may-1-2025-live-online-training-4-5-hours-per-day-over-3-days/) - Learn Lohfeld's 10-step capture management process - identify and qualify new opportunities and develop a value proposition with discriminating strengths. - [Proposal Management for Federal Contractors - LIVE ONLINE Training | June 25-27, 2024 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/proposal-management-for-federal-contractors-live-online-training-june-25-27-2024-4-hours-per-day-over-3-days/) - Learn our proposal management best practices, tips, and tools for managing every aspect of your proposals from pre-proposal through post-submission activities. - [Capture Management for Federal Contractors - March 10-12, 2026 LIVE ONLINE Training (4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-march-10-12-2026-live-online-training-4-5-hours-per-day-over-3-days/) - Learn Lohfeld's 10-step capture management process - identify and qualify new opportunities and develop a value proposition with discriminating strengths. - [Proposal Management for Federal Contractors - LIVE ONLINE Training | April 28-30, 2026 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/proposal-management-for-federal-contractors-live-online-training-april-28-30-2026-4-hours-per-day-over-3-days/) - Learn our proposal management best practices, tips, and tools for managing every aspect of your proposals from pre-proposal through post-submission activities. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | February 24-26, 2026 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-february-24-26-2026-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Focused Proposal Reviews and write proposal text highlighting those strengths. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | January 27-29, 2026 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-january-13-15-2026-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that improve proposal quality and increase win rates. Practice these skills with instructor feedback. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | March 10-12, 2026 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-march-10-12-2026-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [APMP® Foundation Certification: Prep & Exam | Saturday, January 31, 2026 | Sponsored by the APMP Chesapeake Chapter](https://lohfeldconsulting.com/class-schedule/apmp-foundation-certification-prep-exam-saturday-january-31-2026-sponsored-by-the-apmp-chesapeake-chapter/) - APMP Chesapeake Chapter and Lohfeld Consulting offer a 1-day webinar on Jan. 31, 2026, to prepare attendees to pass the APMP® Foundation Certification V4 exam. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | December 3-5, 2025 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-december-2-4-2025-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Focused Proposal Reviews and write proposal text highlighting those strengths. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | March 11-13, 2025 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-march-11-13-2025-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that result in improved proposal quality and increased win rates. Practice these skills with instructor feedback. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | February 13-15, 2024 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-february-13-15-2024-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that result in improved proposal quality and increased win rates. Practice these skills with instructor feedback. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | September 12-14, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-september-12-14-2023-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that result in improved proposal quality and increased win rates. Practice these skills with instructor feedback. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | March 12-14, 2024 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-march-12-14-2024-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that result in improved proposal quality and increased win rates. Practice these skills with instructor feedback. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | May 9-11, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-may-9-11-2023-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that result in improved proposal quality and increased win rates. Practice these skills with instructor feedback. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | September 17-19, 2024 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-september-17-19-2024-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that result in improved proposal quality and increased win rates. Practice these skills with instructor feedback. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | July 22-24, 2025 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-july-22-24-2025-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that improve proposal quality and increase win rates. Practice these skills with instructor feedback. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | December 16-18, 2025 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-december-16-18-2025-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that improve proposal quality and increase win rates. Practice these skills with instructor feedback. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | October 21-23, 2025 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-october-21-23-2025-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that improve proposal quality and increase win rates. Practice these skills with instructor feedback. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | October 7-9, 2025 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-october-7-9-2025-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [Capture Management for Federal Contractors - December 9-11, 2025 LIVE ONLINE Training (4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-december-9-11-2025-live-online-training-4-5-hours-per-day-over-3-days/) - Learn Lohfeld's 10-step capture management process - identify and qualify new opportunities and develop a value proposition with discriminating strengths. - [Capture Management for Federal Contractors - September 16-18, 2025 LIVE ONLINE Training (4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-september-16-18-2025-live-online-training-4-5-hours-per-day-over-3-days/) - Learn Lohfeld's 10-step capture management process - identify and qualify new opportunities and develop a value proposition with discriminating strengths. - [Proposal Management for Federal Contractors - LIVE ONLINE Training | October 28-30, 2025 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/proposal-management-for-federal-contractors-live-online-training-october-28-30-2025-4-hours-per-day-over-3-days/) - Learn our proposal management best practices, tips, and tools for managing every aspect of your proposals from pre-proposal through post-submission activities. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | December 16-18, 2025 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-december-16-18-2025-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | July 22-24, 2025 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-july-22-24-2025-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | May 13-15, 2025 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-may-13-15-2025-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that improve proposal quality and increase win rates. Practice these skills with instructor feedback. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | May 6-8, 2025 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-may-6-8-2025-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Focused Proposal Reviews and write proposal text highlighting those strengths. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | May 9-11, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-may-9-11-2023-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Based Proposal Reviews as well as write proposal text that highlights those strengths. - [Proposal Management for Federal Contractors - LIVE ONLINE Training | June 6-8, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/proposal-management-for-federal-contractors-live-online-training-june-6-8-2023-4-hours-per-day-over-3-days/) - Learn our proposal management best practices, tips, and tools for managing every aspect of your proposals from pre-proposal through post-submission activities. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | July 18-20, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-july-18-20-2023-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that result in improved proposal quality and increased win rates. Practice these skills with instructor feedback. - [Capture Management for Federal Contractors - LIVE ONLINE Training | October 3-5, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-live-online-training-october-3-5-2023-4-hours-per-day-over-3-days/) - Learn Lohfeld Consulting's 10-step capture management process that covers major capture management activities from identifying and qualifying new opportunities through developing a value proposition with discriminating strengths in time for RFP release. Learn how to conduct capture reviews and manage the entire capture process to make informed bid/no-bid decisions. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | October 24-26, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-october-24-26-2023-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Based Proposal Reviews as well as write proposal text that highlights those strengths. - [Modern Proposal Writing for Federal Contractors - LIVE ONLINE Training | November 14-16, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/modern-proposal-writing-for-federal-contractors-live-online-training-november-14-16-2023-4-hours-per-day-over-3-days/) - Learn our Modern Proposal Writing techniques that result in improved proposal quality and increased win rates. Practice these skills with instructor feedback. - [Bid and Proposal Boot Camp - Prepare your team to win business - LIVE ONLINE Training | November 14-16, 2023 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/bid-and-proposal-boot-camp-prepare-your-team-to-win-business-live-online-training-november-14-16-2023-4-hours-per-day-over-3-days/) - Learn how to win your recompetes, grow business organically, support growth on new contracts, conduct technical demonstrations for customers, and report technical and operational status. Companies can use the new skills their teams learn to help retain and grow business and multiply the capabilities of their business development teams. - [Proposal Management for Federal Contractors - LIVE ONLINE Training | December 5-7, 2023 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/proposal-management-for-federal-contractors-live-online-training-december-5-7-2023-4-hours-per-day-over-3-days/) - Learn our proposal management best practices, tips, and tools for managing every aspect of your proposals from pre-proposal through post-submission activities. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | March 4-6, 2025 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-march-4-6-2025-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Focused Proposal Reviews and write proposal text highlighting those strengths. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | December 3-5, 2024 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-december-3-5-2024-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Focused Proposal Reviews and write proposal text highlighting your strengths. - [Proposal Management for Federal Contractors - LIVE ONLINE Training | June 10-12, 2025 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/proposal-management-for-federal-contractors-live-online-training-june-10-12-2025-4-hours-per-day-over-3-days/) - Learn our proposal management best practices, tips, and tools for managing every aspect of your proposals from pre-proposal through post-submission activities. - [Proposal Management for Federal Contractors - LIVE ONLINE Training | December 10-12, 2024 (~4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/proposal-management-for-federal-contractors-live-online-training-december-10-12-2024-4-hours-per-day-over-3-days/) - Learn our proposal management best practices, tips, and tools for managing every aspect of your proposals from pre-proposal through post-submission activities. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | June 3-5, 2025 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-june-3-5-2025-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | May 13-15, 2025 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-may-13-15-2025-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | April 22-24, 2025 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-april-22-24-2025-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | March 18-20, 2025 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-march-18-20-2025-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | February 25-27, 2025 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-february-25-27-2025-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | December 10-12, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-december-10-12-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | January 7-9, 2025 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-january-7-9-2025-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [APMP Foundation Certification Training Class | September 12, 2024 | Sponsored by the APMP Chesapeake Chapter](https://lohfeldconsulting.com/class-schedule/apmp-foundation-certification-training-class-september-12-2024-sponsored-by-the-apmp-chesapeake-chapter/) - Join the APMP Chesapeake Chapter and Lohfeld Consulting Sept. 16, 2024 for a 1-day webinar to prepare attendees to pass the APMP Foundation Certification exam. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | November 19-21, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-november-19-21-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | October 22-24, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-october-22-24-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | October 8-10, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-october-8-10-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | September 10-12, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-september-10-12-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that accelerate development of high-scoring proposals. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | July 16-18, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-july-16-18-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | June 25-27, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-june-25-27-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | May 21-23, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-may-21-23-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Capture Management for Federal Contractors - Oct. 22-24, 2024 LIVE ONLINE Training (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-oct-22-24-2024-live-online-training-4-hours-per-day-over-3-days/) - Learn Lohfeld's 10-step capture management process covering major capture management activities from identifying and qualifying new opportunities through developing a value proposition with discriminating strengths in time for RFP release. Learn how to conduct capture reviews and manage the entire capture process to make informed bid/no-bid decisions. - [Generative AI for Proposal Development: Insights and Innovations in GovCon - Part 2 | April 24, 2024](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-development-insights-and-innovations-in-govcon-part-2-april-24-2024/) - Join us April 17 and 24 for our 2-part webinar series exploring the integration of Generative AI within the GovCon bid and proposal lifecycle. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | May 14-16, 2024 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-may-14-16-2024-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Based Proposal Reviews as well as write proposal text that highlights those strengths. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | October 29-31, 2024 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-october-29-31-2024-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Based Proposal Reviews as well as write proposal text that highlights those strengths. - [APMP Foundation Level Certification Training Class | May 16, 2024 | Sponsored by the APMP Chesapeake Chapter](https://lohfeldconsulting.com/class-schedule/apmp-foundation-level-certification-training-class-may-16-2024-sponsored-by-the-apmp-chesapeake-chapter/) - APMP Chesapeake Chapter & Lohfeld Consulting Group are offering a 1-day webinar on May 16, 2024 to prepare attendees to pass the APMP Foundation Certification. - [Strength-Based Winning® for Federal Contractors - LIVE ONLINE Training | February 13-15, 2024 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/strength-based-winning-for-federal-contractors-live-online-training-february-13-15-2024-4-hours-per-day-over-3-days/) - Learn how to perform Strength-Based Capture, Strength-Based Solutioning®, and Strength-Based Proposal Reviews as well as write proposal text that highlights those strengths. - [Capture Management for Federal Contractors - LIVE ONLINE Training | January 30 - February 1, 2024 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-live-online-training-january-30-february-1-2024-4-hours-per-day-over-3-days/) - Learn Lohfeld Consulting's 10-step capture management process that covers major capture management activities from identifying and qualifying new opportunities through developing a value proposition with discriminating strengths in time for RFP release. Learn how to conduct capture reviews and manage the entire capture process to make informed bid/no-bid decisions. - [Capture Management for Federal Contractors - LIVE ONLINE Training | April 16-18, 2024 (4 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/capture-management-for-federal-contractors-live-online-training-april-16-18-2024-4-hours-per-day-over-3-days/) - Learn Lohfeld Consulting's 10-step capture management process that covers major capture management activities from identifying and qualifying new opportunities through developing a value proposition with discriminating strengths in time for RFP release. Learn how to conduct capture reviews and manage the entire capture process to make informed bid/no-bid decisions. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | April 9-11, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-april-9-11-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | March 19-21, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-march-19-21-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | February 27-29, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-february-27-29-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | January 23-25, 2024 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-january-23-25-2024-4-5-hours-per-day-over-3-days/) - Tap into the power of GenAI to create better proposals, reduce development time, and lower your proposal costs. Learn how to engineer AI prompts that access your company’s private data library and accelerate the development of new high-scoring proposals. Improve your competitive advantage using AI to accelerate your proposal development. - [Generative AI for Proposal Professionals - LIVE ONLINE Training | December 12-14, 2023 (~4.5 hours per day over 3 days)](https://lohfeldconsulting.com/class-schedule/generative-ai-for-proposal-professionals-live-online-training-december-12-14-2023-4-hours-per-day-over-3-days/) - Increase your competitive advantage! Tap into the power of Generative AI and reskill your BD workforce to create better proposals, reduce development time, and lower proposal costs. ## Categories - [Uncategorized](https://lohfeldconsulting.com/blog/category/uncategorized/) - [Business Development](https://lohfeldconsulting.com/blog/category/business-development/) - [Capture Management](https://lohfeldconsulting.com/blog/category/capture-management/) - [Proposal Management](https://lohfeldconsulting.com/blog/category/proposal-management/) - [Tools & Tips](https://lohfeldconsulting.com/blog/category/tools-tips/) - [Pursuit Phase](https://lohfeldconsulting.com/blog/category/pursuit-phase/) - [Advice](https://lohfeldconsulting.com/blog/category/advice/) - [Go-to-Market](https://lohfeldconsulting.com/blog/category/go-to-market/) - [Pre-RFP Preparation](https://lohfeldconsulting.com/blog/category/pre-rfp-preparation/) - [APMP](https://lohfeldconsulting.com/blog/category/apmp/) - [Favorite Books](https://lohfeldconsulting.com/blog/category/favorite-books/) - [Lohfeld Books](https://lohfeldconsulting.com/blog/category/lohfeld-books/) - [Proposal Writing](https://lohfeldconsulting.com/blog/category/proposal-writing/) - [Proposal Reviews](https://lohfeldconsulting.com/blog/category/proposal-reviews/) - [Resources](https://lohfeldconsulting.com/blog/category/resources/) - [Past Performance](https://lohfeldconsulting.com/blog/category/past-performance/) - [Proposal Production](https://lohfeldconsulting.com/blog/category/proposal-production-2/) - [Post-submission Phase](https://lohfeldconsulting.com/blog/category/post-submission-phase/) - [Training](https://lohfeldconsulting.com/blog/category/training/) - [Graphics](https://lohfeldconsulting.com/blog/category/graphics-2/) - [Research Report](https://lohfeldconsulting.com/blog/category/research-report/) - [AI](https://lohfeldconsulting.com/blog/category/ai/) - [Complex Technology Grants Services](https://lohfeldconsulting.com/blog/category/complex-technology-grants-services/) - [Army MAPS Contracts](https://lohfeldconsulting.com/blog/category/army-maps-contracts/) - The Army Modernization Application and Data Plan Services (Army MAPS) refers to a digital framework designed to support the U.S. Army’s modernization efforts by integrating data, applications, and information technology solutions. - [NASA SEWP VI Contracts](https://lohfeldconsulting.com/blog/category/nasa-sewp-vi-contracts/) - NASA SEWP VI (Solutions for Enterprise-Wide Procurement VI) is a government-wide acquisition contract (GWAC) managed by NASA. It is an iteration of the SEWP program, which has been operational since 1993. - [Navy SeaPort-NxG Contracts](https://lohfeldconsulting.com/blog/category/navy-seaport-nxg-contracts/) - The Navy SeaPort Next Generation (SeaPort-NxG) is the U.S. Navy’s primary contract vehicle for acquiring professional services across its commands, including the Navy and Marine Corps. - [NIST MSE Grants](https://lohfeldconsulting.com/blog/category/nist-mse-grants/) - NIST’s (National of Standards and Technology) mission is to drive innovation and industrial competitiveness through measurement science and standards by cultivating a culture of belonging that integrates diversity, equity, inclusion, and accessibility in all ways of working. - [NIST NAPMP Grants](https://lohfeldconsulting.com/blog/category/nist-napmp-grants/) - Applications such as high performance computing and low-power electronics, both needed for artificial intelligence (AI), require leap-ahead advances in semiconductor advanced packaging. - [GenAI](https://lohfeldconsulting.com/blog/category/genai/) ## Tags - [Beth Wingate](https://lohfeldconsulting.com/blog/tag/beth-wingate/) - [Bob Lohfeld](https://lohfeldconsulting.com/blog/tag/bob-lohfeld/) - [Brenda Crist](https://lohfeldconsulting.com/blog/tag/brenda-crist/) - [Lisa Pafe](https://lohfeldconsulting.com/blog/tag/lisa-pafe/) - [Lohfeld Consulting Group](https://lohfeldconsulting.com/blog/tag/lohfeld-consulting-group/) - [webinar](https://lohfeldconsulting.com/blog/tag/webinar/) - [business development](https://lohfeldconsulting.com/blog/tag/business-development-2/) - [APMP presentation](https://lohfeldconsulting.com/blog/tag/apmp-presentation/) - [capture software](https://lohfeldconsulting.com/blog/tag/capture-software/) - [proposal software](https://lohfeldconsulting.com/blog/tag/proposal-software/) - [Tom Gorman](https://lohfeldconsulting.com/blog/tag/tom-gorman/) - [capture management](https://lohfeldconsulting.com/blog/tag/capture-management-2/) - [government proposal](https://lohfeldconsulting.com/blog/tag/government-proposal/) - [teaming](https://lohfeldconsulting.com/blog/tag/teaming/) - [proposal management training](https://lohfeldconsulting.com/blog/tag/proposal-management-training/) - [proposal writing training](https://lohfeldconsulting.com/blog/tag/proposal-writing-training/) - [2017 procurements](https://lohfeldconsulting.com/blog/tag/2017-procurements/) - [capture management consulting](https://lohfeldconsulting.com/blog/tag/capture-management-consulting/) - [category management](https://lohfeldconsulting.com/blog/tag/category-management/) - [federal contracting](https://lohfeldconsulting.com/blog/tag/federal-contracting/) - [govcon](https://lohfeldconsulting.com/blog/tag/govcon/) - [government contracting](https://lohfeldconsulting.com/blog/tag/government-contracting/) - [IT modernization](https://lohfeldconsulting.com/blog/tag/it-modernization/) - [Multiple award contracts](https://lohfeldconsulting.com/blog/tag/multiple-award-contracts/) - [presidential transition](https://lohfeldconsulting.com/blog/tag/presidential-transition/) - [proposal consulting](https://lohfeldconsulting.com/blog/tag/proposal-consulting/) - [proposal management](https://lohfeldconsulting.com/blog/tag/proposal-management-2/) - [proposal trends](https://lohfeldconsulting.com/blog/tag/proposal-trends/) - [proposal writing consulting](https://lohfeldconsulting.com/blog/tag/proposal-writing-consulting/) - [go-to-market](https://lohfeldconsulting.com/blog/tag/go-to-market-2/) - [Karen Gauthier](https://lohfeldconsulting.com/blog/tag/karen-gauthier/) - [Lohfeld Business Winning Webinar](https://lohfeldconsulting.com/blog/tag/lohfeld-business-winning-webinar/) - [10 steps to creating high-scoring proposals](https://lohfeldconsulting.com/blog/tag/10-steps-to-creating-high-scoring-proposals/) - [APMP](https://lohfeldconsulting.com/blog/tag/apmp/) - [Julia Quigley](https://lohfeldconsulting.com/blog/tag/julia-quigley/) - [lessons learned](https://lohfeldconsulting.com/blog/tag/lessons-learned/) - [Liz Skarlatos](https://lohfeldconsulting.com/blog/tag/liz-skarlatos/) - [Maryann Lesnick](https://lohfeldconsulting.com/blog/tag/maryann-lesnick/) - [professional development](https://lohfeldconsulting.com/blog/tag/professional-development/) - [proposal writing](https://lohfeldconsulting.com/blog/tag/proposal-writing/) - [APMP-NCA](https://lohfeldconsulting.com/blog/tag/apmp-nca/) - [capture managers](https://lohfeldconsulting.com/blog/tag/capture-managers/) - [goverment proposals](https://lohfeldconsulting.com/blog/tag/goverment-proposals/) - [proposal managers](https://lohfeldconsulting.com/blog/tag/proposal-managers/) - [proposal writers](https://lohfeldconsulting.com/blog/tag/proposal-writers/) - [APMP Maple Leaf](https://lohfeldconsulting.com/blog/tag/apmp-maple-leaf/) - [government proposals](https://lohfeldconsulting.com/blog/tag/government-proposals/) - [MAC](https://lohfeldconsulting.com/blog/tag/mac/) - [Proposal Scheduling](https://lohfeldconsulting.com/blog/tag/proposal-scheduling/) - [incumbent](https://lohfeldconsulting.com/blog/tag/incumbent/) - [recompete](https://lohfeldconsulting.com/blog/tag/recompete/) - [proposal reviews](https://lohfeldconsulting.com/blog/tag/proposal-reviews/) - [Gillian Dionne](https://lohfeldconsulting.com/blog/tag/gillian-dionne/) - [Strength-based proposal](https://lohfeldconsulting.com/blog/tag/strength-based-proposal/) - [Strength-Based Solutioning®](https://lohfeldconsulting.com/blog/tag/strength-based-solutioning/) - [strength-based writing](https://lohfeldconsulting.com/blog/tag/strength-based-writing/) - [Strengths](https://lohfeldconsulting.com/blog/tag/strengths/) - [winning proposals](https://lohfeldconsulting.com/blog/tag/winning-proposals/) - [capture management books](https://lohfeldconsulting.com/blog/tag/capture-management-books/) - [design books](https://lohfeldconsulting.com/blog/tag/design-books/) - [iPad](https://lohfeldconsulting.com/blog/tag/ipad/) - [Kindle](https://lohfeldconsulting.com/blog/tag/kindle/) - [proposal development books](https://lohfeldconsulting.com/blog/tag/proposal-development-books/) - [color team review](https://lohfeldconsulting.com/blog/tag/color-team-review/) - [proposal review](https://lohfeldconsulting.com/blog/tag/proposal-review/) - [business opportunity](https://lohfeldconsulting.com/blog/tag/business-opportunity/) - [market trends](https://lohfeldconsulting.com/blog/tag/market-trends/) - [opportunity identification](https://lohfeldconsulting.com/blog/tag/opportunity-identification/) - [pipeline](https://lohfeldconsulting.com/blog/tag/pipeline/) - [opportunity qualification](https://lohfeldconsulting.com/blog/tag/opportunity-qualification/) - [pre-RFP](https://lohfeldconsulting.com/blog/tag/pre-rfp/) - [books](https://lohfeldconsulting.com/blog/tag/books/) - [career path](https://lohfeldconsulting.com/blog/tag/career-path/) - [skills](https://lohfeldconsulting.com/blog/tag/skills/) - [training](https://lohfeldconsulting.com/blog/tag/training/) - [contract recompete](https://lohfeldconsulting.com/blog/tag/contract-recompete/) - [project management](https://lohfeldconsulting.com/blog/tag/project-management/) - [project manager](https://lohfeldconsulting.com/blog/tag/project-manager/) - [proposal manager](https://lohfeldconsulting.com/blog/tag/proposal-manager/) - [capture](https://lohfeldconsulting.com/blog/tag/capture/) - [capture readiness](https://lohfeldconsulting.com/blog/tag/capture-readiness/) - [Strength-Based Winning®](https://lohfeldconsulting.com/blog/tag/strength-based-winning/) - [writing winning proposals](https://lohfeldconsulting.com/blog/tag/writing-winning-proposals/) - [advice](https://lohfeldconsulting.com/blog/tag/advice/) - [GSA](https://lohfeldconsulting.com/blog/tag/gsa/) - [proposal development](https://lohfeldconsulting.com/blog/tag/proposal-development/) - [evaluation](https://lohfeldconsulting.com/blog/tag/evaluation/) - [evaluation factors](https://lohfeldconsulting.com/blog/tag/evaluation-factors/) - [past performance](https://lohfeldconsulting.com/blog/tag/past-performance/) - [proof points](https://lohfeldconsulting.com/blog/tag/proof-points/) - [proposal evaluation](https://lohfeldconsulting.com/blog/tag/proposal-evaluation/) - [SOW](https://lohfeldconsulting.com/blog/tag/sow/) - [statement of work](https://lohfeldconsulting.com/blog/tag/statement-of-work/) - [value](https://lohfeldconsulting.com/blog/tag/value/) - [proposal resumes](https://lohfeldconsulting.com/blog/tag/proposal-resumes/) - [Alan Goldberg](https://lohfeldconsulting.com/blog/tag/alan-goldberg/) - [Doug Himberger](https://lohfeldconsulting.com/blog/tag/doug-himberger/) - [Jacob Bertram](https://lohfeldconsulting.com/blog/tag/jacob-bertram/) - [Lohfeld Consulting](https://lohfeldconsulting.com/blog/tag/lohfeld-consulting/) - [source selection](https://lohfeldconsulting.com/blog/tag/source-selection/) - [APMP Chesapeake Chapter](https://lohfeldconsulting.com/blog/tag/apmp-chesapeake-chapter/) - [APMP Foundation training](https://lohfeldconsulting.com/blog/tag/apmp-foundation-training/) - [PWS](https://lohfeldconsulting.com/blog/tag/pws/) - [orals](https://lohfeldconsulting.com/blog/tag/orals/) - [proposals](https://lohfeldconsulting.com/blog/tag/proposals/) - [bid/no bid decision](https://lohfeldconsulting.com/blog/tag/bidno-bid-decision/) - [market research](https://lohfeldconsulting.com/blog/tag/market-research/) - [Pre-proposal Preparation Phase](https://lohfeldconsulting.com/blog/tag/pre-proposal-preparation-phase/) - [RFP preparation](https://lohfeldconsulting.com/blog/tag/rfp-preparation/) - [Executive Summary](https://lohfeldconsulting.com/blog/tag/executive-summary/) - [graphics](https://lohfeldconsulting.com/blog/tag/graphics/) - [past performance summary](https://lohfeldconsulting.com/blog/tag/past-performance-summary/) - [plans](https://lohfeldconsulting.com/blog/tag/plans/) - [resumes](https://lohfeldconsulting.com/blog/tag/resumes/) - [typical proposal products](https://lohfeldconsulting.com/blog/tag/typical-proposal-products/) - [logistics](https://lohfeldconsulting.com/blog/tag/logistics/) - [oral proposal](https://lohfeldconsulting.com/blog/tag/oral-proposal/) - [presenters](https://lohfeldconsulting.com/blog/tag/presenters/) - [slide deck](https://lohfeldconsulting.com/blog/tag/slide-deck/) - [checklist](https://lohfeldconsulting.com/blog/tag/checklist/) - [kick-off meeting](https://lohfeldconsulting.com/blog/tag/kick-off-meeting/) - [meeting planning](https://lohfeldconsulting.com/blog/tag/meeting-planning/) - [pre-proposal products](https://lohfeldconsulting.com/blog/tag/pre-proposal-products/) - [proposal operations](https://lohfeldconsulting.com/blog/tag/proposal-operations/) - [proposal plan](https://lohfeldconsulting.com/blog/tag/proposal-plan/) - [agenda](https://lohfeldconsulting.com/blog/tag/agenda/) - [proposal preparation](https://lohfeldconsulting.com/blog/tag/proposal-preparation/) - [client intimacy](https://lohfeldconsulting.com/blog/tag/client-intimacy/) - [compelling](https://lohfeldconsulting.com/blog/tag/compelling/) - [pre-RFP preparation](https://lohfeldconsulting.com/blog/tag/pre-rfp-preparation-2/) - [task order proposal](https://lohfeldconsulting.com/blog/tag/task-order-proposal/) - [technical solution](https://lohfeldconsulting.com/blog/tag/technical-solution/) - [value proposition](https://lohfeldconsulting.com/blog/tag/value-proposition/) - [CDRL](https://lohfeldconsulting.com/blog/tag/cdrl/) - [compliance](https://lohfeldconsulting.com/blog/tag/compliance/) - [compliance matrix](https://lohfeldconsulting.com/blog/tag/compliance-matrix/) - [review tool](https://lohfeldconsulting.com/blog/tag/review-tool/) - [RFP](https://lohfeldconsulting.com/blog/tag/rfp/) - [Section C](https://lohfeldconsulting.com/blog/tag/section-c/) - [Section L](https://lohfeldconsulting.com/blog/tag/section-l/) - [Section M](https://lohfeldconsulting.com/blog/tag/section-m/) - [annotated outline](https://lohfeldconsulting.com/blog/tag/annotated-outline/) - [client needs](https://lohfeldconsulting.com/blog/tag/client-needs/) - [proposal solution](https://lohfeldconsulting.com/blog/tag/proposal-solution/) - [solution graphics](https://lohfeldconsulting.com/blog/tag/solution-graphics/) - [storyboard](https://lohfeldconsulting.com/blog/tag/storyboard/) - [writing plan](https://lohfeldconsulting.com/blog/tag/writing-plan/) - [client evaluation](https://lohfeldconsulting.com/blog/tag/client-evaluation/) - [proposal graphics](https://lohfeldconsulting.com/blog/tag/proposal-graphics/) - [offer design strategy](https://lohfeldconsulting.com/blog/tag/offer-design-strategy/) - [proposal writing plan](https://lohfeldconsulting.com/blog/tag/proposal-writing-plan/) - [theme](https://lohfeldconsulting.com/blog/tag/theme/) - [writing plan template](https://lohfeldconsulting.com/blog/tag/writing-plan-template/) - [competition](https://lohfeldconsulting.com/blog/tag/competition/) - [customer requirements](https://lohfeldconsulting.com/blog/tag/customer-requirements/) - [proposal risks](https://lohfeldconsulting.com/blog/tag/proposal-risks/) - [Pursuit Phase](https://lohfeldconsulting.com/blog/tag/pursuit-phase/) - [solution development](https://lohfeldconsulting.com/blog/tag/solution-development/) - [black hat](https://lohfeldconsulting.com/blog/tag/black-hat/) - [competitive analysis](https://lohfeldconsulting.com/blog/tag/competitive-analysis/) - [competitive analysis database](https://lohfeldconsulting.com/blog/tag/competitive-analysis-database/) - [competitive review](https://lohfeldconsulting.com/blog/tag/competitive-review/) - [competitors](https://lohfeldconsulting.com/blog/tag/competitors/) - [ghosting](https://lohfeldconsulting.com/blog/tag/ghosting/) - [pricing](https://lohfeldconsulting.com/blog/tag/pricing/) - [SWOT](https://lohfeldconsulting.com/blog/tag/swot/) - [communications](https://lohfeldconsulting.com/blog/tag/communications/) - [data call](https://lohfeldconsulting.com/blog/tag/data-call/) - [executive support](https://lohfeldconsulting.com/blog/tag/executive-support/) - [proposal roles and responsibilities](https://lohfeldconsulting.com/blog/tag/proposal-roles-and-responsibilities/) - [proposal schedule](https://lohfeldconsulting.com/blog/tag/proposal-schedule/) - [risk register](https://lohfeldconsulting.com/blog/tag/risk-register/) - [standup meeting](https://lohfeldconsulting.com/blog/tag/standup-meeting/) - [writing package](https://lohfeldconsulting.com/blog/tag/writing-package/) - [automated tools](https://lohfeldconsulting.com/blog/tag/automated-tools/) - [key personnel](https://lohfeldconsulting.com/blog/tag/key-personnel/) - [proposal document review](https://lohfeldconsulting.com/blog/tag/proposal-document-review/) - [proposal reviewers](https://lohfeldconsulting.com/blog/tag/proposal-reviewers/) - [proposal training](https://lohfeldconsulting.com/blog/tag/proposal-training/) - [review comments](https://lohfeldconsulting.com/blog/tag/review-comments/) - [teaming agreement](https://lohfeldconsulting.com/blog/tag/teaming-agreement/) - [assumptions](https://lohfeldconsulting.com/blog/tag/assumptions/) - [management solution](https://lohfeldconsulting.com/blog/tag/management-solution/) - [profit margin](https://lohfeldconsulting.com/blog/tag/profit-margin/) - [proposal business case](https://lohfeldconsulting.com/blog/tag/proposal-business-case/) - [terms and conditions](https://lohfeldconsulting.com/blog/tag/terms-and-conditions/) - [delivery plan](https://lohfeldconsulting.com/blog/tag/delivery-plan/) - [proposal production](https://lohfeldconsulting.com/blog/tag/proposal-production/) - [proposal production plan](https://lohfeldconsulting.com/blog/tag/proposal-production-plan/) - [proposal resources](https://lohfeldconsulting.com/blog/tag/proposal-resources/) - [business solution](https://lohfeldconsulting.com/blog/tag/business-solution/) - [award criteria](https://lohfeldconsulting.com/blog/tag/award-criteria/) - [best value](https://lohfeldconsulting.com/blog/tag/best-value/) - [contract performance](https://lohfeldconsulting.com/blog/tag/contract-performance/) - [low price technically acceptable](https://lohfeldconsulting.com/blog/tag/low-price-technically-acceptable/) - [Washington Technology](https://lohfeldconsulting.com/blog/tag/washington-technology/) - [checklists](https://lohfeldconsulting.com/blog/tag/checklists/) - [document production](https://lohfeldconsulting.com/blog/tag/document-production/) - [production resources](https://lohfeldconsulting.com/blog/tag/production-resources/) - [proposal delivery](https://lohfeldconsulting.com/blog/tag/proposal-delivery/) - [supplies](https://lohfeldconsulting.com/blog/tag/supplies/) - [systems testing](https://lohfeldconsulting.com/blog/tag/systems-testing/) - [version control](https://lohfeldconsulting.com/blog/tag/version-control/) - [white glove review](https://lohfeldconsulting.com/blog/tag/white-glove-review/) - [assembly checklist](https://lohfeldconsulting.com/blog/tag/assembly-checklist/) - [assembly guide](https://lohfeldconsulting.com/blog/tag/assembly-guide/) - [master document](https://lohfeldconsulting.com/blog/tag/master-document/) - [printer tool](https://lohfeldconsulting.com/blog/tag/printer-tool/) - [pink team](https://lohfeldconsulting.com/blog/tag/pink-team/) - [proposal strategy](https://lohfeldconsulting.com/blog/tag/proposal-strategy/) - [proposal strategy review](https://lohfeldconsulting.com/blog/tag/proposal-strategy-review/) - [storyboard review](https://lohfeldconsulting.com/blog/tag/storyboard-review/) - [win theme](https://lohfeldconsulting.com/blog/tag/win-theme/) - [proposal boilerplate](https://lohfeldconsulting.com/blog/tag/proposal-boilerplate/) - [proposal repository](https://lohfeldconsulting.com/blog/tag/proposal-repository/) - [templates](https://lohfeldconsulting.com/blog/tag/templates/) - [kickoff meeting](https://lohfeldconsulting.com/blog/tag/kickoff-meeting/) - [government RFP](https://lohfeldconsulting.com/blog/tag/government-rfp/) - [performance reviews](https://lohfeldconsulting.com/blog/tag/performance-reviews/) - [proposal](https://lohfeldconsulting.com/blog/tag/proposal/) - [MS Word styles](https://lohfeldconsulting.com/blog/tag/ms-word-styles/) - [tracking sheet](https://lohfeldconsulting.com/blog/tag/tracking-sheet/) - [benefits](https://lohfeldconsulting.com/blog/tag/benefits/) - [differentiators](https://lohfeldconsulting.com/blog/tag/differentiators/) - [evaluation criteria](https://lohfeldconsulting.com/blog/tag/evaluation-criteria/) - [solicitation instructions](https://lohfeldconsulting.com/blog/tag/solicitation-instructions/) - [win themes](https://lohfeldconsulting.com/blog/tag/win-themes/) - [key staff](https://lohfeldconsulting.com/blog/tag/key-staff/) - [proposal evaluators](https://lohfeldconsulting.com/blog/tag/proposal-evaluators/) - [proposal staffing](https://lohfeldconsulting.com/blog/tag/proposal-staffing/) - [relevance](https://lohfeldconsulting.com/blog/tag/relevance/) - [skills matrices](https://lohfeldconsulting.com/blog/tag/skills-matrices/) - [subject matter experts](https://lohfeldconsulting.com/blog/tag/subject-matter-experts/) - [best practices](https://lohfeldconsulting.com/blog/tag/best-practices/) - [debrief](https://lohfeldconsulting.com/blog/tag/debrief/) - [proposal development process](https://lohfeldconsulting.com/blog/tag/proposal-development-process/) - [proposal submission](https://lohfeldconsulting.com/blog/tag/proposal-submission/) - [references](https://lohfeldconsulting.com/blog/tag/references/) - [size scope and complexity](https://lohfeldconsulting.com/blog/tag/size-scope-and-complexity/) - [persuasive proposals](https://lohfeldconsulting.com/blog/tag/persuasive-proposals/) - [pricing books](https://lohfeldconsulting.com/blog/tag/pricing-books/) - [proposal management books](https://lohfeldconsulting.com/blog/tag/proposal-management-books/) - [adjourning](https://lohfeldconsulting.com/blog/tag/adjourning/) - [capture manager](https://lohfeldconsulting.com/blog/tag/capture-manager/) - [forming](https://lohfeldconsulting.com/blog/tag/forming/) - [norming](https://lohfeldconsulting.com/blog/tag/norming/) - [organizational research](https://lohfeldconsulting.com/blog/tag/organizational-research/) - [performing](https://lohfeldconsulting.com/blog/tag/performing/) - [proposal problems](https://lohfeldconsulting.com/blog/tag/proposal-problems/) - [storming](https://lohfeldconsulting.com/blog/tag/storming/) - [teamwork](https://lohfeldconsulting.com/blog/tag/teamwork/) - [agility](https://lohfeldconsulting.com/blog/tag/agility/) - [circumvention](https://lohfeldconsulting.com/blog/tag/circumvention/) - [clarity](https://lohfeldconsulting.com/blog/tag/clarity/) - [coaching](https://lohfeldconsulting.com/blog/tag/coaching/) - [compliant](https://lohfeldconsulting.com/blog/tag/compliant/) - [agile](https://lohfeldconsulting.com/blog/tag/agile/) - [conflicts](https://lohfeldconsulting.com/blog/tag/conflicts/) - [capture advice](https://lohfeldconsulting.com/blog/tag/capture-advice/) - [capture career](https://lohfeldconsulting.com/blog/tag/capture-career/) - [mentor](https://lohfeldconsulting.com/blog/tag/mentor/) - [proposal advice](https://lohfeldconsulting.com/blog/tag/proposal-advice/) - [proposal career](https://lohfeldconsulting.com/blog/tag/proposal-career/) - [flexible](https://lohfeldconsulting.com/blog/tag/flexible/) - [action captions](https://lohfeldconsulting.com/blog/tag/action-captions/) - [call-out boxes](https://lohfeldconsulting.com/blog/tag/call-out-boxes/) - [discriminators](https://lohfeldconsulting.com/blog/tag/discriminators/) - [features and benefits](https://lohfeldconsulting.com/blog/tag/features-and-benefits/) - [persuasion](https://lohfeldconsulting.com/blog/tag/persuasion/) - [bid qualification](https://lohfeldconsulting.com/blog/tag/bid-qualification/) - [deliver the car](https://lohfeldconsulting.com/blog/tag/deliver-the-car/) - [planning](https://lohfeldconsulting.com/blog/tag/planning/) - [process](https://lohfeldconsulting.com/blog/tag/process/) - [Q&A](https://lohfeldconsulting.com/blog/tag/qa/) - [risk](https://lohfeldconsulting.com/blog/tag/risk/) - [war stories](https://lohfeldconsulting.com/blog/tag/war-stories/) - [capture process](https://lohfeldconsulting.com/blog/tag/capture-process/) - [capture strategy](https://lohfeldconsulting.com/blog/tag/capture-strategy/) - [customer relations](https://lohfeldconsulting.com/blog/tag/customer-relations/) - [proposal process](https://lohfeldconsulting.com/blog/tag/proposal-process/) - [contingency planning](https://lohfeldconsulting.com/blog/tag/contingency-planning/) - [past performance reference](https://lohfeldconsulting.com/blog/tag/past-performance-reference/) - [production](https://lohfeldconsulting.com/blog/tag/production/) - [production management](https://lohfeldconsulting.com/blog/tag/production-management/) - [time management](https://lohfeldconsulting.com/blog/tag/time-management/) - [tracking](https://lohfeldconsulting.com/blog/tag/tracking/) - [challenges](https://lohfeldconsulting.com/blog/tag/challenges/) - [competitive intelligence](https://lohfeldconsulting.com/blog/tag/competitive-intelligence/) - [winning proposal](https://lohfeldconsulting.com/blog/tag/winning-proposal/) - [winning team](https://lohfeldconsulting.com/blog/tag/winning-team/) - [communication](https://lohfeldconsulting.com/blog/tag/communication/) - [government acquisition](https://lohfeldconsulting.com/blog/tag/government-acquisition/) - [hot button](https://lohfeldconsulting.com/blog/tag/hot-button/) - [source selection board](https://lohfeldconsulting.com/blog/tag/source-selection-board/) - [libraries](https://lohfeldconsulting.com/blog/tag/libraries/) - [performance-based](https://lohfeldconsulting.com/blog/tag/performance-based/) - [procurement changes](https://lohfeldconsulting.com/blog/tag/procurement-changes/) - [technology](https://lohfeldconsulting.com/blog/tag/technology/) - [virtual proposal](https://lohfeldconsulting.com/blog/tag/virtual-proposal/) - [IDIQ](https://lohfeldconsulting.com/blog/tag/idiq/) - [no-bid](https://lohfeldconsulting.com/blog/tag/no-bid/) - [visual communication](https://lohfeldconsulting.com/blog/tag/visual-communication/) - [bundled contracts](https://lohfeldconsulting.com/blog/tag/bundled-contracts/) - [extensions](https://lohfeldconsulting.com/blog/tag/extensions/) - [process measurement](https://lohfeldconsulting.com/blog/tag/process-measurement/) - [Francis Rose](https://lohfeldconsulting.com/blog/tag/francis-rose/) - [government contracts](https://lohfeldconsulting.com/blog/tag/government-contracts/) - [acquisition](https://lohfeldconsulting.com/blog/tag/acquisition/) - [contracting](https://lohfeldconsulting.com/blog/tag/contracting/) - [RFP release](https://lohfeldconsulting.com/blog/tag/rfp-release/) - [scheduling metrics](https://lohfeldconsulting.com/blog/tag/scheduling-metrics/) - [deadline](https://lohfeldconsulting.com/blog/tag/deadline/) - [milestone](https://lohfeldconsulting.com/blog/tag/milestone/) - [risk management](https://lohfeldconsulting.com/blog/tag/risk-management/) - [compliance matrices](https://lohfeldconsulting.com/blog/tag/compliance-matrices/) - [proposal instructions](https://lohfeldconsulting.com/blog/tag/proposal-instructions/) - [Requirements matrices](https://lohfeldconsulting.com/blog/tag/requirements-matrices/) - [writers' package](https://lohfeldconsulting.com/blog/tag/writers-package/) - [features](https://lohfeldconsulting.com/blog/tag/features/) - [government market](https://lohfeldconsulting.com/blog/tag/government-market/) - [Briana Coleman](https://lohfeldconsulting.com/blog/tag/briana-coleman/) - [desktop publishing](https://lohfeldconsulting.com/blog/tag/desktop-publishing/) - [proposal life cycle](https://lohfeldconsulting.com/blog/tag/proposal-life-cycle/) - [editing](https://lohfeldconsulting.com/blog/tag/editing/) - [graphic design](https://lohfeldconsulting.com/blog/tag/graphic-design/) - [competitive advantage](https://lohfeldconsulting.com/blog/tag/competitive-advantage/) - [PPIRS](https://lohfeldconsulting.com/blog/tag/ppirs/) - [business volume](https://lohfeldconsulting.com/blog/tag/business-volume/) - [capture phase](https://lohfeldconsulting.com/blog/tag/capture-phase/) - [corporate experience](https://lohfeldconsulting.com/blog/tag/corporate-experience/) - [kudos](https://lohfeldconsulting.com/blog/tag/kudos/) - [pricing volume](https://lohfeldconsulting.com/blog/tag/pricing-volume/) - [staffing](https://lohfeldconsulting.com/blog/tag/staffing/) - [thrill of victory](https://lohfeldconsulting.com/blog/tag/thrill-of-victory/) - [writing](https://lohfeldconsulting.com/blog/tag/writing/) - [bid decision](https://lohfeldconsulting.com/blog/tag/bid-decision/) - [change](https://lohfeldconsulting.com/blog/tag/change/) - [process improvement](https://lohfeldconsulting.com/blog/tag/process-improvement/) - [capture team](https://lohfeldconsulting.com/blog/tag/capture-team/) - [stress management](https://lohfeldconsulting.com/blog/tag/stress-management/) - [yoga](https://lohfeldconsulting.com/blog/tag/yoga/) - [printing](https://lohfeldconsulting.com/blog/tag/printing/) - [production plan](https://lohfeldconsulting.com/blog/tag/production-plan/) - [style guides](https://lohfeldconsulting.com/blog/tag/style-guides/) - [graphic conceptualization](https://lohfeldconsulting.com/blog/tag/graphic-conceptualization/) - [archive](https://lohfeldconsulting.com/blog/tag/archive/) - [post-submittal](https://lohfeldconsulting.com/blog/tag/post-submittal/) - [production process](https://lohfeldconsulting.com/blog/tag/production-process/) - [shred](https://lohfeldconsulting.com/blog/tag/shred/) - [business development life cycle](https://lohfeldconsulting.com/blog/tag/business-development-life-cycle/) - [post-RFP](https://lohfeldconsulting.com/blog/tag/post-rfp/) - [price-to-win](https://lohfeldconsulting.com/blog/tag/price-to-win/) - [jpeg](https://lohfeldconsulting.com/blog/tag/jpeg/) - [MS PowerPoint](https://lohfeldconsulting.com/blog/tag/ms-powerpoint/) - [png](https://lohfeldconsulting.com/blog/tag/png/) - [tiff](https://lohfeldconsulting.com/blog/tag/tiff/) - [page count](https://lohfeldconsulting.com/blog/tag/page-count/) - [proposal editing](https://lohfeldconsulting.com/blog/tag/proposal-editing/) - [redacted proposal](https://lohfeldconsulting.com/blog/tag/redacted-proposal/) - [production checklist](https://lohfeldconsulting.com/blog/tag/production-checklist/) - [proposal assembly](https://lohfeldconsulting.com/blog/tag/proposal-assembly/) - [contingency plan](https://lohfeldconsulting.com/blog/tag/contingency-plan/) - [delivery early](https://lohfeldconsulting.com/blog/tag/delivery-early/) - [proposal checklist](https://lohfeldconsulting.com/blog/tag/proposal-checklist/) - [proposal tools](https://lohfeldconsulting.com/blog/tag/proposal-tools/) - [production resources checklist](https://lohfeldconsulting.com/blog/tag/production-resources-checklist/) - [proposal printing](https://lohfeldconsulting.com/blog/tag/proposal-printing/) - [production resource checklist](https://lohfeldconsulting.com/blog/tag/production-resource-checklist/) - [Briana Colemen](https://lohfeldconsulting.com/blog/tag/briana-colemen/) - [style guide](https://lohfeldconsulting.com/blog/tag/style-guide/) - [myth-busting memo](https://lohfeldconsulting.com/blog/tag/myth-busting-memo/) - [proposed solution](https://lohfeldconsulting.com/blog/tag/proposed-solution/) - [LPTA](https://lohfeldconsulting.com/blog/tag/lpta/) - [capture analytics](https://lohfeldconsulting.com/blog/tag/capture-analytics/) - [competitive assessment](https://lohfeldconsulting.com/blog/tag/competitive-assessment/) - [technical acceptability](https://lohfeldconsulting.com/blog/tag/technical-acceptability/) - [balanced scorecard](https://lohfeldconsulting.com/blog/tag/balanced-scorecard/) - [best-value procurement](https://lohfeldconsulting.com/blog/tag/best-value-procurement/) - [pricing strategy](https://lohfeldconsulting.com/blog/tag/pricing-strategy/) - [AppMaven](https://lohfeldconsulting.com/blog/tag/appmaven/) - [cheat sheet](https://lohfeldconsulting.com/blog/tag/cheat-sheet/) - [MS Word](https://lohfeldconsulting.com/blog/tag/ms-word/) - [proposal formatting](https://lohfeldconsulting.com/blog/tag/proposal-formatting/) - [federal government contractors](https://lohfeldconsulting.com/blog/tag/federal-government-contractors/) - [new business](https://lohfeldconsulting.com/blog/tag/new-business/) - [socioeconomic goals](https://lohfeldconsulting.com/blog/tag/socioeconomic-goals/) - [subcontractors](https://lohfeldconsulting.com/blog/tag/subcontractors/) - [teaming strategy](https://lohfeldconsulting.com/blog/tag/teaming-strategy/) - [federal market forecast](https://lohfeldconsulting.com/blog/tag/federal-market-forecast/) - [government contractor](https://lohfeldconsulting.com/blog/tag/government-contractor/) - [capture plan](https://lohfeldconsulting.com/blog/tag/capture-plan/) - [customer objectives](https://lohfeldconsulting.com/blog/tag/customer-objectives/) - [win strategy](https://lohfeldconsulting.com/blog/tag/win-strategy/) - [Happy Holidays](https://lohfeldconsulting.com/blog/tag/happy-holidays/) - [US Air Force Band Holiday Flash Mob](https://lohfeldconsulting.com/blog/tag/us-air-force-band-holiday-flash-mob/) - [USAF Band](https://lohfeldconsulting.com/blog/tag/usaf-band/) - [government contractors](https://lohfeldconsulting.com/blog/tag/government-contractors/) - [revenue growth](https://lohfeldconsulting.com/blog/tag/revenue-growth/) - [sequestration](https://lohfeldconsulting.com/blog/tag/sequestration/) - [survey results](https://lohfeldconsulting.com/blog/tag/survey-results/) - [APMP certification](https://lohfeldconsulting.com/blog/tag/apmp-certification/) - [mentorship](https://lohfeldconsulting.com/blog/tag/mentorship/) - [government contractor growth strategies](https://lohfeldconsulting.com/blog/tag/government-contractor-growth-strategies/) - [market strategies](https://lohfeldconsulting.com/blog/tag/market-strategies/) - [Federal IT](https://lohfeldconsulting.com/blog/tag/federal-it/) - [procurement](https://lohfeldconsulting.com/blog/tag/procurement/) - [DorobekINSIDER](https://lohfeldconsulting.com/blog/tag/dorobekinsider/) - [go-to-market; Kevin P. Young](https://lohfeldconsulting.com/blog/tag/go-to-market-kevin-p-young/) - [GTM strategy](https://lohfeldconsulting.com/blog/tag/gtm-strategy/) - [proposal strengths and weaknesses](https://lohfeldconsulting.com/blog/tag/proposal-strengths-and-weaknesses/) - [Business Winning Webinar](https://lohfeldconsulting.com/blog/tag/business-winning-webinar/) - [Lohfeld Research Report](https://lohfeldconsulting.com/blog/tag/lohfeld-research-report/) - [proposal review methodology](https://lohfeldconsulting.com/blog/tag/proposal-review-methodology/) - [proposal win rate](https://lohfeldconsulting.com/blog/tag/proposal-win-rate/) - [pipeline development](https://lohfeldconsulting.com/blog/tag/pipeline-development/) - [capture innovations](https://lohfeldconsulting.com/blog/tag/capture-innovations/) - [proposal innovations](https://lohfeldconsulting.com/blog/tag/proposal-innovations/) - [B&P budget](https://lohfeldconsulting.com/blog/tag/bp-budget/) - [increase win rate](https://lohfeldconsulting.com/blog/tag/increase-win-rate/) - [APMP-NCA Mentor-Protégé program](https://lohfeldconsulting.com/blog/tag/apmp-nca-mentor-protege-program/) - [new business pipeline](https://lohfeldconsulting.com/blog/tag/new-business-pipeline/) - [content reuse](https://lohfeldconsulting.com/blog/tag/content-reuse/) - [Proposal Doctor](https://lohfeldconsulting.com/blog/tag/proposal-doctor/) - [proposal outline](https://lohfeldconsulting.com/blog/tag/proposal-outline/) - [Wendy Frieman](https://lohfeldconsulting.com/blog/tag/wendy-frieman/) - [team management](https://lohfeldconsulting.com/blog/tag/team-management/) - [B&P](https://lohfeldconsulting.com/blog/tag/bp/) - [proposal budget](https://lohfeldconsulting.com/blog/tag/proposal-budget/) - [B&P metrics](https://lohfeldconsulting.com/blog/tag/bp-metrics/) - [color reviews](https://lohfeldconsulting.com/blog/tag/color-reviews/) - [proposal debrief](https://lohfeldconsulting.com/blog/tag/proposal-debrief/) - [proposal scoring](https://lohfeldconsulting.com/blog/tag/proposal-scoring/) - [marketing strategy](https://lohfeldconsulting.com/blog/tag/marketing-strategy/) - [media coverage](https://lohfeldconsulting.com/blog/tag/media-coverage/) - [bid protests](https://lohfeldconsulting.com/blog/tag/bid-protests/) - [proposal team motivation](https://lohfeldconsulting.com/blog/tag/proposal-team-motivation/) - [focus groups](https://lohfeldconsulting.com/blog/tag/focus-groups/) - [proposal team](https://lohfeldconsulting.com/blog/tag/proposal-team/) - [win rate](https://lohfeldconsulting.com/blog/tag/win-rate/) - [team dynamics](https://lohfeldconsulting.com/blog/tag/team-dynamics/) - [virtual work environment](https://lohfeldconsulting.com/blog/tag/virtual-work-environment/) - [conference ROI](https://lohfeldconsulting.com/blog/tag/conference-roi/) - [how to get the most out of a conference](https://lohfeldconsulting.com/blog/tag/how-to-get-the-most-out-of-a-conference/) - [productivity](https://lohfeldconsulting.com/blog/tag/productivity/) - [stress](https://lohfeldconsulting.com/blog/tag/stress/) - [worry](https://lohfeldconsulting.com/blog/tag/worry/) - [compliance review](https://lohfeldconsulting.com/blog/tag/compliance-review/) - [price review](https://lohfeldconsulting.com/blog/tag/price-review/) - [red team](https://lohfeldconsulting.com/blog/tag/red-team/) - [scheduling](https://lohfeldconsulting.com/blog/tag/scheduling/) - [solution review](https://lohfeldconsulting.com/blog/tag/solution-review/) - [increase win probability](https://lohfeldconsulting.com/blog/tag/increase-win-probability/) - [distributed team](https://lohfeldconsulting.com/blog/tag/distributed-team/) - [rapid response](https://lohfeldconsulting.com/blog/tag/rapid-response/) - [task order factory](https://lohfeldconsulting.com/blog/tag/task-order-factory/) - [Agile techniques](https://lohfeldconsulting.com/blog/tag/agile-techniques/) - [proposal postmortem](https://lohfeldconsulting.com/blog/tag/proposal-postmortem/) - [Retrospective](https://lohfeldconsulting.com/blog/tag/retrospective/) - [high-scoring proposals](https://lohfeldconsulting.com/blog/tag/high-scoring-proposals/) - [SSEB](https://lohfeldconsulting.com/blog/tag/sseb/) - [proposal yoga](https://lohfeldconsulting.com/blog/tag/proposal-yoga/) - [capture planning](https://lohfeldconsulting.com/blog/tag/capture-planning/) - [best informed wins](https://lohfeldconsulting.com/blog/tag/best-informed-wins/) - [rebid](https://lohfeldconsulting.com/blog/tag/rebid/) - [protects](https://lohfeldconsulting.com/blog/tag/protects/) - [source evaluation board](https://lohfeldconsulting.com/blog/tag/source-evaluation-board/) - [storyboards](https://lohfeldconsulting.com/blog/tag/storyboards/) - [business acquisition process](https://lohfeldconsulting.com/blog/tag/business-acquisition-process/) - [color teams](https://lohfeldconsulting.com/blog/tag/color-teams/) - [Amtower Off Center](https://lohfeldconsulting.com/blog/tag/amtower-off-center/) - [Anne Rung](https://lohfeldconsulting.com/blog/tag/anne-rung/) - [budget cuts](https://lohfeldconsulting.com/blog/tag/budget-cuts/) - [DoD budget](https://lohfeldconsulting.com/blog/tag/dod-budget/) - [Larry Allen](https://lohfeldconsulting.com/blog/tag/larry-allen/) - [Mark Amtower](https://lohfeldconsulting.com/blog/tag/mark-amtower/) - [OFPP](https://lohfeldconsulting.com/blog/tag/ofpp/) - [Small business contracting](https://lohfeldconsulting.com/blog/tag/small-business-contracting/) - [solutioning](https://lohfeldconsulting.com/blog/tag/solutioning/) - [adjacent markets](https://lohfeldconsulting.com/blog/tag/adjacent-markets/) - [growth](https://lohfeldconsulting.com/blog/tag/growth/) - [APMP BOK](https://lohfeldconsulting.com/blog/tag/apmp-bok/) - [Collaboration and Other Proposal Automation Tools](https://lohfeldconsulting.com/blog/tag/collaboration-and-other-proposal-automation-tools/) - [Customer Relationship Management Systems](https://lohfeldconsulting.com/blog/tag/customer-relationship-management-systems/) - [Daily Team Management](https://lohfeldconsulting.com/blog/tag/daily-team-management/) - [proposal budgets](https://lohfeldconsulting.com/blog/tag/proposal-budgets/) - [Proposal Production Management](https://lohfeldconsulting.com/blog/tag/proposal-production-management/) - [Proposal Proof Points](https://lohfeldconsulting.com/blog/tag/proposal-proof-points/) - [Quality Management](https://lohfeldconsulting.com/blog/tag/quality-management/) - [confidence](https://lohfeldconsulting.com/blog/tag/confidence/) - [leadership](https://lohfeldconsulting.com/blog/tag/leadership/) - [BD](https://lohfeldconsulting.com/blog/tag/bd/) - [cost](https://lohfeldconsulting.com/blog/tag/cost/) - [healthy choices](https://lohfeldconsulting.com/blog/tag/healthy-choices/) - [standing desk](https://lohfeldconsulting.com/blog/tag/standing-desk/) - [interviewing SMEs](https://lohfeldconsulting.com/blog/tag/interviewing-smes/) - [proposal writing best practices](https://lohfeldconsulting.com/blog/tag/proposal-writing-best-practices/) - [creativity](https://lohfeldconsulting.com/blog/tag/creativity/) - [thanks](https://lohfeldconsulting.com/blog/tag/thanks/) - [listening](https://lohfeldconsulting.com/blog/tag/listening/) - [DOD](https://lohfeldconsulting.com/blog/tag/dod/) - [meeting best practices](https://lohfeldconsulting.com/blog/tag/meeting-best-practices/) - [meeting management](https://lohfeldconsulting.com/blog/tag/meeting-management/) - [7 quality measures](https://lohfeldconsulting.com/blog/tag/7-quality-measures/) - [proposal strengths](https://lohfeldconsulting.com/blog/tag/proposal-strengths/) - [strengths-based solutioning](https://lohfeldconsulting.com/blog/tag/strengths-based-solutioning/) - [bid](https://lohfeldconsulting.com/blog/tag/bid/) - [proposal manager training](https://lohfeldconsulting.com/blog/tag/proposal-manager-training/) - [GWACs](https://lohfeldconsulting.com/blog/tag/gwacs/) - [small business marketing](https://lohfeldconsulting.com/blog/tag/small-business-marketing/) - [bad habits](https://lohfeldconsulting.com/blog/tag/bad-habits/) - [bad processes](https://lohfeldconsulting.com/blog/tag/bad-processes/) - [business processes](https://lohfeldconsulting.com/blog/tag/business-processes/) - [Federal Drive](https://lohfeldconsulting.com/blog/tag/federal-drive/) - [Tom Temin](https://lohfeldconsulting.com/blog/tag/tom-temin/) - [government contracting opportunities](https://lohfeldconsulting.com/blog/tag/government-contracting-opportunities/) - [APB writing method](https://lohfeldconsulting.com/blog/tag/apb-writing-method/) - [government proposal writing](https://lohfeldconsulting.com/blog/tag/government-proposal-writing/) - [healthy work environment](https://lohfeldconsulting.com/blog/tag/healthy-work-environment/) - [proposal teams](https://lohfeldconsulting.com/blog/tag/proposal-teams/) - [stress reduction](https://lohfeldconsulting.com/blog/tag/stress-reduction/) - [government evaluator](https://lohfeldconsulting.com/blog/tag/government-evaluator/) - [Acquisition Policy](https://lohfeldconsulting.com/blog/tag/acquisition-policy/) - [Budget](https://lohfeldconsulting.com/blog/tag/budget/) - [Management](https://lohfeldconsulting.com/blog/tag/management/) - [Off the Shelf](https://lohfeldconsulting.com/blog/tag/off-the-shelf/) - [Roger Waldron](https://lohfeldconsulting.com/blog/tag/roger-waldron/) - [contracts](https://lohfeldconsulting.com/blog/tag/contracts/) - [Radio Interviews](https://lohfeldconsulting.com/blog/tag/radio-interviews/) - [Bloomberg Government](https://lohfeldconsulting.com/blog/tag/bloomberg-government/) - [Defense](https://lohfeldconsulting.com/blog/tag/defense/) - [career development](https://lohfeldconsulting.com/blog/tag/career-development/) - [workplace coping techniques](https://lohfeldconsulting.com/blog/tag/workplace-coping-techniques/) - [productivity improvement](https://lohfeldconsulting.com/blog/tag/productivity-improvement/) - [relaxation](https://lohfeldconsulting.com/blog/tag/relaxation/) - [Who ate my cheese](https://lohfeldconsulting.com/blog/tag/who-ate-my-cheese/) - [career growth](https://lohfeldconsulting.com/blog/tag/career-growth/) - [GWAC](https://lohfeldconsulting.com/blog/tag/gwac/) - [capture and proposal processes](https://lohfeldconsulting.com/blog/tag/capture-and-proposal-processes/) - 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[JEDI](https://lohfeldconsulting.com/blog/tag/jedi/) - [Stan Soloway](https://lohfeldconsulting.com/blog/tag/stan-soloway/) - [best in class contracts (BIC)](https://lohfeldconsulting.com/blog/tag/best-in-class-contracts-bic/) - [CAF ADAIR](https://lohfeldconsulting.com/blog/tag/caf-adair/) - [CMMARS](https://lohfeldconsulting.com/blog/tag/cmmars/) - [DEOS](https://lohfeldconsulting.com/blog/tag/deos/) - [multiple award contract](https://lohfeldconsulting.com/blog/tag/multiple-award-contract/) - [NQIIC](https://lohfeldconsulting.com/blog/tag/nqiic/) - [Seaport-NG](https://lohfeldconsulting.com/blog/tag/seaport-ng/) - [proposal response](https://lohfeldconsulting.com/blog/tag/proposal-response/) - [Collapse of Distinction](https://lohfeldconsulting.com/blog/tag/collapse-of-distinction/) - [key differentiators](https://lohfeldconsulting.com/blog/tag/key-differentiators/) - [value added](https://lohfeldconsulting.com/blog/tag/value-added/) - [proposal brain](https://lohfeldconsulting.com/blog/tag/proposal-brain/) - [BPA](https://lohfeldconsulting.com/blog/tag/bpa/) - [Center of Excellence](https://lohfeldconsulting.com/blog/tag/center-of-excellence/) - [Cloud](https://lohfeldconsulting.com/blog/tag/cloud/) - [CoE](https://lohfeldconsulting.com/blog/tag/coe/) - [USDA](https://lohfeldconsulting.com/blog/tag/usda/) - [CAMEO](https://lohfeldconsulting.com/blog/tag/cameo/) - [CIO](https://lohfeldconsulting.com/blog/tag/cio/) - [digital transformation](https://lohfeldconsulting.com/blog/tag/digital-transformation/) - [emerging technologies](https://lohfeldconsulting.com/blog/tag/emerging-technologies/) - [enterprise architecture](https://lohfeldconsulting.com/blog/tag/enterprise-architecture/) - [FAS](https://lohfeldconsulting.com/blog/tag/fas/) - [federal acquisition service](https://lohfeldconsulting.com/blog/tag/federal-acquisition-service/) - [FEDSIM](https://lohfeldconsulting.com/blog/tag/fedsim/) - [innovative](https://lohfeldconsulting.com/blog/tag/innovative/) - [O&M](https://lohfeldconsulting.com/blog/tag/om/) - [OCIO](https://lohfeldconsulting.com/blog/tag/ocio/) - [open source](https://lohfeldconsulting.com/blog/tag/open-source/) - [service level agreements](https://lohfeldconsulting.com/blog/tag/service-level-agreements/) - [SLA](https://lohfeldconsulting.com/blog/tag/sla/) - [transformation](https://lohfeldconsulting.com/blog/tag/transformation/) - [GSA OASIS](https://lohfeldconsulting.com/blog/tag/gsa-oasis/) - [MULTIPLE AWARD](https://lohfeldconsulting.com/blog/tag/multiple-award/) - [ON-RAMP](https://lohfeldconsulting.com/blog/tag/on-ramp/) - [POOL 1](https://lohfeldconsulting.com/blog/tag/pool-1/) - [POOL 3](https://lohfeldconsulting.com/blog/tag/pool-3/) - [POOL 4](https://lohfeldconsulting.com/blog/tag/pool-4/) - [PRE-SOLICITATION](https://lohfeldconsulting.com/blog/tag/pre-solicitation/) - [SB](https://lohfeldconsulting.com/blog/tag/sb/) - [BGOV](https://lohfeldconsulting.com/blog/tag/bgov/) - [FY2019](https://lohfeldconsulting.com/blog/tag/fy2019/) - [Top 20 Opportunities](https://lohfeldconsulting.com/blog/tag/top-20-opportunities/) - [Trello](https://lohfeldconsulting.com/blog/tag/trello/) - [Capture and Proposal Readiness Assessment](https://lohfeldconsulting.com/blog/tag/capture-and-proposal-readiness-assessment/) - [eZine](https://lohfeldconsulting.com/blog/tag/ezine/) - [KPI](https://lohfeldconsulting.com/blog/tag/kpi/) - [OASIS SB Pools](https://lohfeldconsulting.com/blog/tag/oasis-sb-pools/) - [industry day](https://lohfeldconsulting.com/blog/tag/industry-day/) - [NMITS](https://lohfeldconsulting.com/blog/tag/nmits/) - [NOAA](https://lohfeldconsulting.com/blog/tag/noaa/) - [CPARS](https://lohfeldconsulting.com/blog/tag/cpars/) - [nominalization](https://lohfeldconsulting.com/blog/tag/nominalization/) - [coders](https://lohfeldconsulting.com/blog/tag/coders/) - [coding](https://lohfeldconsulting.com/blog/tag/coding/) - [coding challenge](https://lohfeldconsulting.com/blog/tag/coding-challenge/) - [GAO](https://lohfeldconsulting.com/blog/tag/gao/) - [GSA COMET](https://lohfeldconsulting.com/blog/tag/gsa-comet/) - [Request for Proposal](https://lohfeldconsulting.com/blog/tag/request-for-proposal/) - [CTA](https://lohfeldconsulting.com/blog/tag/cta/) - [OASIS SB](https://lohfeldconsulting.com/blog/tag/oasis-sb/) - [SUM](https://lohfeldconsulting.com/blog/tag/sum/) - [Apple](https://lohfeldconsulting.com/blog/tag/apple/) - [Steve Jobs](https://lohfeldconsulting.com/blog/tag/steve-jobs/) - [2019 APMP Bid & Proposal Con](https://lohfeldconsulting.com/blog/tag/2019-apmp-bid-proposal-con/) - [Asset Integration](https://lohfeldconsulting.com/blog/tag/asset-integration/) - [Content Management](https://lohfeldconsulting.com/blog/tag/content-management/) - [Win Rates](https://lohfeldconsulting.com/blog/tag/win-rates/) - [acceptable quality levels](https://lohfeldconsulting.com/blog/tag/acceptable-quality-levels/) - [AQL](https://lohfeldconsulting.com/blog/tag/aql/) - [FAR](https://lohfeldconsulting.com/blog/tag/far/) - [past performance ratings](https://lohfeldconsulting.com/blog/tag/past-performance-ratings/) - [APMP Foundation](https://lohfeldconsulting.com/blog/tag/apmp-foundation/) - [federal acquisition regulation](https://lohfeldconsulting.com/blog/tag/federal-acquisition-regulation/) - [seven quality measures](https://lohfeldconsulting.com/blog/tag/seven-quality-measures/) - [Source selection evaluation board](https://lohfeldconsulting.com/blog/tag/source-selection-evaluation-board/) - [bid and proposal](https://lohfeldconsulting.com/blog/tag/bid-and-proposal/) - [groupthink](https://lohfeldconsulting.com/blog/tag/groupthink/) - [scoresheet](https://lohfeldconsulting.com/blog/tag/scoresheet/) - [coronavirus](https://lohfeldconsulting.com/blog/tag/coronavirus/) - [COVID-19](https://lohfeldconsulting.com/blog/tag/covid-19/) - [mind map](https://lohfeldconsulting.com/blog/tag/mind-map/) - [mind mapping](https://lohfeldconsulting.com/blog/tag/mind-mapping/) - [risk analysis](https://lohfeldconsulting.com/blog/tag/risk-analysis/) - [dwayne baptist](https://lohfeldconsulting.com/blog/tag/dwayne-baptist/) - [proposal quality](https://lohfeldconsulting.com/blog/tag/proposal-quality/) - [responsive](https://lohfeldconsulting.com/blog/tag/responsive/) - [content](https://lohfeldconsulting.com/blog/tag/content/) - [oral content](https://lohfeldconsulting.com/blog/tag/oral-content/) - [scannable content](https://lohfeldconsulting.com/blog/tag/scannable-content/) - [new business opportunities](https://lohfeldconsulting.com/blog/tag/new-business-opportunities/) - [pipeline review](https://lohfeldconsulting.com/blog/tag/pipeline-review/) - [pandemic](https://lohfeldconsulting.com/blog/tag/pandemic/) - [gold team](https://lohfeldconsulting.com/blog/tag/gold-team/) - [SMEs](https://lohfeldconsulting.com/blog/tag/smes/) - [solutions](https://lohfeldconsulting.com/blog/tag/solutions/) - [VDI](https://lohfeldconsulting.com/blog/tag/vdi/) - [virtual desktop infrastructure](https://lohfeldconsulting.com/blog/tag/virtual-desktop-infrastructure/) - [TO](https://lohfeldconsulting.com/blog/tag/to/) - [MAS](https://lohfeldconsulting.com/blog/tag/mas/) - [subfactors](https://lohfeldconsulting.com/blog/tag/subfactors/) - [Multiple Award Schedule](https://lohfeldconsulting.com/blog/tag/multiple-award-schedule/) - [Schedule](https://lohfeldconsulting.com/blog/tag/schedule/) - [COVID](https://lohfeldconsulting.com/blog/tag/covid/) - [RFQ](https://lohfeldconsulting.com/blog/tag/rfq/) - [Robotic Process Automation](https://lohfeldconsulting.com/blog/tag/robotic-process-automation/) - [RPA](https://lohfeldconsulting.com/blog/tag/rpa/) - [SME](https://lohfeldconsulting.com/blog/tag/sme/) - [solutioning sessions](https://lohfeldconsulting.com/blog/tag/solutioning-sessions/) - [open market procurements](https://lohfeldconsulting.com/blog/tag/open-market-procurements/) - [Lohfeld webinar](https://lohfeldconsulting.com/blog/tag/lohfeld-webinar/) - [scores](https://lohfeldconsulting.com/blog/tag/scores/) - [Wall of truth](https://lohfeldconsulting.com/blog/tag/wall-of-truth/) - [basis of estimate](https://lohfeldconsulting.com/blog/tag/basis-of-estimate/) - [staffing plan](https://lohfeldconsulting.com/blog/tag/staffing-plan/) - [staffing rationale](https://lohfeldconsulting.com/blog/tag/staffing-rationale/) - [technical volume](https://lohfeldconsulting.com/blog/tag/technical-volume/) - [Microsoft](https://lohfeldconsulting.com/blog/tag/microsoft/) - [Microsoft Word](https://lohfeldconsulting.com/blog/tag/microsoft-word/) - [Style separator](https://lohfeldconsulting.com/blog/tag/style-separator/) - [table of contents](https://lohfeldconsulting.com/blog/tag/table-of-contents/) - [table of figures](https://lohfeldconsulting.com/blog/tag/table-of-figures/) - [text box](https://lohfeldconsulting.com/blog/tag/text-box/) - [toolbar](https://lohfeldconsulting.com/blog/tag/toolbar/) - [foundation certification](https://lohfeldconsulting.com/blog/tag/foundation-certification/) - [practitioner certification](https://lohfeldconsulting.com/blog/tag/practitioner-certification/) - [CIO-SP4](https://lohfeldconsulting.com/blog/tag/cio-sp4/) - [NITAAC](https://lohfeldconsulting.com/blog/tag/nitaac/) - [metrics](https://lohfeldconsulting.com/blog/tag/metrics/) - [CFR](https://lohfeldconsulting.com/blog/tag/cfr/) - [code of federal regulations](https://lohfeldconsulting.com/blog/tag/code-of-federal-regulations/) - [PBA](https://lohfeldconsulting.com/blog/tag/pba/) - [Performance Requirements Summary](https://lohfeldconsulting.com/blog/tag/performance-requirements-summary/) - [Performance Work Statement](https://lohfeldconsulting.com/blog/tag/performance-work-statement/) - [performance-based acquisition](https://lohfeldconsulting.com/blog/tag/performance-based-acquisition/) - [PRS](https://lohfeldconsulting.com/blog/tag/prs/) - [SOO](https://lohfeldconsulting.com/blog/tag/soo/) - [Statement of Objectives](https://lohfeldconsulting.com/blog/tag/statement-of-objectives/) - [WBS](https://lohfeldconsulting.com/blog/tag/wbs/) - [Work Breakdown Structure](https://lohfeldconsulting.com/blog/tag/work-breakdown-structure/) - [risk assessment](https://lohfeldconsulting.com/blog/tag/risk-assessment/) - [Risk mitigation](https://lohfeldconsulting.com/blog/tag/risk-mitigation/) - [evaluator](https://lohfeldconsulting.com/blog/tag/evaluator/) - [Lohfeld](https://lohfeldconsulting.com/blog/tag/lohfeld/) - [proposal content](https://lohfeldconsulting.com/blog/tag/proposal-content/) - [PWin](https://lohfeldconsulting.com/blog/tag/pwin/) - [merit](https://lohfeldconsulting.com/blog/tag/merit/) - [strength](https://lohfeldconsulting.com/blog/tag/strength/) - [weaknesses](https://lohfeldconsulting.com/blog/tag/weaknesses/) - [Protech](https://lohfeldconsulting.com/blog/tag/protech/) - [Protech 2.0](https://lohfeldconsulting.com/blog/tag/protech-2-0/) - [Satellite](https://lohfeldconsulting.com/blog/tag/satellite/) - [shredding](https://lohfeldconsulting.com/blog/tag/shredding/) - [BD professionals](https://lohfeldconsulting.com/blog/tag/bd-professionals/) - [oral presentations](https://lohfeldconsulting.com/blog/tag/oral-presentations/) - [virtual](https://lohfeldconsulting.com/blog/tag/virtual/) - [virtual conference](https://lohfeldconsulting.com/blog/tag/virtual-conference/) - [Government Accountability Office](https://lohfeldconsulting.com/blog/tag/government-accountability-office/) - [HUB](https://lohfeldconsulting.com/blog/tag/hub/) - [Polaris](https://lohfeldconsulting.com/blog/tag/polaris/) - [pool](https://lohfeldconsulting.com/blog/tag/pool/) - [protest](https://lohfeldconsulting.com/blog/tag/protest/) - [SDVOSB](https://lohfeldconsulting.com/blog/tag/sdvosb/) - [STARS III](https://lohfeldconsulting.com/blog/tag/stars-iii/) - [WOSB](https://lohfeldconsulting.com/blog/tag/wosb/) - [grow business](https://lohfeldconsulting.com/blog/tag/grow-business/) - [AlliantSB](https://lohfeldconsulting.com/blog/tag/alliantsb/) - [CIOSP4](https://lohfeldconsulting.com/blog/tag/ciosp4/) - [GSA Schedules](https://lohfeldconsulting.com/blog/tag/gsa-schedules/) - [Robert Lohfeld](https://lohfeldconsulting.com/blog/tag/robert-lohfeld/) - [worst in class](https://lohfeldconsulting.com/blog/tag/worst-in-class/) - [Recompetes](https://lohfeldconsulting.com/blog/tag/recompetes/) - [confidence rating](https://lohfeldconsulting.com/blog/tag/confidence-rating/) - [confidence score](https://lohfeldconsulting.com/blog/tag/confidence-score/) - [offeror](https://lohfeldconsulting.com/blog/tag/offeror/) - [project managers](https://lohfeldconsulting.com/blog/tag/project-managers/) - [APMP Foundation Certification](https://lohfeldconsulting.com/blog/tag/apmp-foundation-certification/) - [CGO](https://lohfeldconsulting.com/blog/tag/cgo/) - [Chief Growth Officer](https://lohfeldconsulting.com/blog/tag/chief-growth-officer/) - [plain language](https://lohfeldconsulting.com/blog/tag/plain-language/) - [pronouns](https://lohfeldconsulting.com/blog/tag/pronouns/) - [respect](https://lohfeldconsulting.com/blog/tag/respect/) - [proposal score](https://lohfeldconsulting.com/blog/tag/proposal-score/) - [scoring criteria](https://lohfeldconsulting.com/blog/tag/scoring-criteria/) - [Alliant 3](https://lohfeldconsulting.com/blog/tag/alliant-3/) - [HUBZone](https://lohfeldconsulting.com/blog/tag/hubzone/) - [OASIS Plus](https://lohfeldconsulting.com/blog/tag/oasis-plus/) - [Department of State Evolve](https://lohfeldconsulting.com/blog/tag/department-of-state-evolve/) - [Evolve](https://lohfeldconsulting.com/blog/tag/evolve/) - [NIH](https://lohfeldconsulting.com/blog/tag/nih/) - [Services Contract](https://lohfeldconsulting.com/blog/tag/services-contract/) - [CTAs](https://lohfeldconsulting.com/blog/tag/ctas/) - [Multi-agency contract](https://lohfeldconsulting.com/blog/tag/multi-agency-contract/) - [SMB](https://lohfeldconsulting.com/blog/tag/smb/) - [FAR Part 15](https://lohfeldconsulting.com/blog/tag/far-part-15/) - [score sheet](https://lohfeldconsulting.com/blog/tag/score-sheet/) - [SSEBs](https://lohfeldconsulting.com/blog/tag/ssebs/) - [contract office](https://lohfeldconsulting.com/blog/tag/contract-office/) - [organic growth](https://lohfeldconsulting.com/blog/tag/organic-growth/) - [period of performance](https://lohfeldconsulting.com/blog/tag/period-of-performance/) - [winning business](https://lohfeldconsulting.com/blog/tag/winning-business/) - [adjectival rating](https://lohfeldconsulting.com/blog/tag/adjectival-rating/) - [best value competition](https://lohfeldconsulting.com/blog/tag/best-value-competition/) - [general accountability office](https://lohfeldconsulting.com/blog/tag/general-accountability-office/) - [iterative review](https://lohfeldconsulting.com/blog/tag/iterative-review/) - [proposal requirements](https://lohfeldconsulting.com/blog/tag/proposal-requirements/) - [protest docket](https://lohfeldconsulting.com/blog/tag/protest-docket/) - [draft RFP](https://lohfeldconsulting.com/blog/tag/draft-rfp/) - [COMBS](https://lohfeldconsulting.com/blog/tag/combs/) - [DHA](https://lohfeldconsulting.com/blog/tag/dha/) - [DLA](https://lohfeldconsulting.com/blog/tag/dla/)