Proposal Management
Create winning proposals using proven techniques
Understanding the proposal management process is a must for government contractors. Our proposal management training demystifies the Federal Government evaluation and scoring metrics, and offers scalable activities and steps to meet them. The end result is high-scoring proposals that win bids.
We share our 5-phase business acquisition framework for competitive and task order solicitations. You’ll also discover industry best practices, tips, tricks, and tools to take you through every aspect and phase of proposal management.
WEBSITE PAGE: Proposal Management Training
Unlock high-scoring proposals with our Proposal Management training.
Training / Proposal Management
What you will learn
This class takes a deep-dive into the federal acquisition lifecycle based on the Federal Acquisition Regulation (FAR). With that background, we then identify the parallel actions you must take to respond to and win federal business.
- Learn how the Federal Government evaluates and scores competitive best-value trade-off proposals
- Coordinate business development (BD), capture, and proposal activities
- Apply best practices to create winning proposals
- Manage your proposal development process after RFP release
- Prepare for proposal submission and conduct closure strategies
- Support negotiations and debriefs
- Conduct lessons-learned and continual improvement reviews
Training / Proposal Management
Who should attend
- Business Development professionals
- Capture Management professionals
- Proposal Management teams
- Company Executives
- Project Managers
- Technical professionals who support the acquisition of new business
(Eligible for 12 APMP CEUs)
Training / Proposal Management
Class Price
- 2025 Class Price $895 per student includes all training materials and handouts, and live instructor-led training. No discounts are available.
The federal acquisition process: government and contractor perspectives (~4 hours)
ONLINE / Day 123 (~4 hours)
The federal acquisition process: government and contractor perspectives (~4 hours)
How the federal government acquires goods and services from industry:
- Acquisition lifecycle
- Proposal evaluation
- Strengths, weaknesses, deficiencies, and risks
- Source selection decisions
How industry pursues and wins Federal Government business:
- BD lifecycle
- Opportunity identification and qualification
- Information gathering
- Positioning and relationship management (customer, team, competition)
- Win strategies
- Relating BD and capture to proposal management
ONLINE / Day 123 (~4 hours)
How to create winning proposals: Pre-RFP (~4 hours)
- Government/industry acquisition lifecycle recap
- Pre-RFP proposal management activities
- Proposal resources (proposal team, library, consultants, facilities, etc.)
- Solutioning and early artifact development
- Proposal management planning (schedule, draft artifacts, strength statements, executive summary, etc.)
- Kickoff preparation
ONLINE / Day 123 (~4 hours)
How to create winning proposals: Post-RFP (~4 hours)
Post-RFP proposal management activities:
- RFP analysis
- Compliance and responsiveness
- Content planning, writing, and graphics
- Quality reviews
- Desktop publishing, editing, production, submission
Post-submittal activities:
- Negotiations
- Archive
- Lessons learned
About your Instructors
Louise
READ BIOLouise 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 writing, Louise leads oral presentation efforts as a coach—including script-writing, reviews, rehearsals, and recovery—while regularly updating proposal and executive leadership. Her functional experience spans cybersecurity, cloud, finance, data and AI, supply chain, and technology transformation. Louise brings a unique blend of proposal management, on-site federal project management, and journalism expertise to deliver persuasive, polished proposals that win.
Louise holds APMP Foundation-level certification, Information Technology Infrastructure Library (ITIL) Foundation certification, and a BA in journalism from the University of Nevada.
Upcoming Classes
LIVE instructor-led online class
Proposal Management for Federal Contractors – LIVE ONLINE Training | April 28-30, 2026 (~4 hours per day over 3 days)
Date: April 28-30, 2026 (3-day class)
Time: 12:00-4:00 pm EDT
Location: Online, LIVE, Instructor-Led
Learn more about our training classes
Contact us today! Lohfeld Consulting provides capture management, proposal development, orals coaching, and training support for government contractors bidding on Civilian, Defense, National Intelligence, and International procurements. Our team of 150+ top proposal experts is ready to help you win, so let's get started.