Training / Proposal Management

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.

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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

  • 2024 Class Price $795 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
Proposal Management Seminar

About your Instructors

Managing Director

Maryann Lesnick

Managing Director, CP APMP, PMP, CSM, MOS, Proposal Manager, Writer, Capture Manager, Trainer

BS with Honors, Math & Computer Science, University of Maryland

MS, Interdisciplinary Studies, University of Maryland University College


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 Scrum Master (CSM) and certified Microsoft Office Specialist (MOS). Maryann is an experienced trainer focusing on proposal management, Strength-Based Winning®, and APMP Foundation Level Certification.

Since 1979, Maryann has prepared hundreds of winning proposals for contracts and task orders, written and oral, ranging in value from $2M to $1.5B. Her major customers have included federal civilian agencies (DHS, DoS, VA, USAID, IRS, FAA, DOJ, SBA, NIH, DoL, EPA, Census, and USPS), defense agencies (DHA, DISA), as well as state and local customers (Virginia, Georgia, New York State, New York City, and San Francisco).

Prior to joining Lohfeld Consulting Group, Maryann served as Vice President of Proposals for Base Technologies (later CA Technologies) where she supported the entire business development lifecycle and led all public sector services bids. She served as proposal manager, volume manager, editor, color team facilitator, capture manager, and writer. While at Base Technologies, she established an ISO 9001:2008-compliant proposal development methodology. She also built and maintained a knowledge base for proposal and corporate artifacts, boilerplate, past performance/project summaries, and resumes.

Maryann has been active with the Association of Proposal Management Professionals (APMP) since 2004, served on the Board of Directors of the National Capital Area (NCA) chapter for 9 years, and served as 2014-2015 President of that chapter—the largest chapter in the United States. She served on the APMP International Board of Directors (2015-2017). She is an ACT-IAC Fellow and member of the ACT-IAC Partner’s Class of 2000.

Upcoming Classes


LIVE instructor-led online class

Proposal Management for Federal Contractors – LIVE ONLINE Training | December 10-12, 2024 (~4 hours per day over 3 days)

Date: December 10-12, 2024 (3-day class)
Time: 12:00-4:00 pm EDT
Location: Online, LIVE, Instructor-Led