10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters. Questo articolo non è disponibile.10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters

In this book, we share our modern perspective on 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. We examine the Federal Government source selection decision-making process and what the government evaluators and the final decision maker look for as they review your proposals. We discuss our strength-based solutioning process and the difference between features and benefits—and how to really make your proposal stand out. Finally, we walk you through 10 actions your organization can take that will positively affect your proposal outputs.

Bob Lohfeld, Chairman of the Board & Founder, APMP Fellow, has 30+ years’ experience winning contracts in the government market and is recognized consistently for his leadership in business development, capture management, and winning proposals development. In 2003, he founded Lohfeld Consulting Group to provide capture and proposal services to companies doing business with government organizations worldwide. Today, Lohfeld Consulting is one of the leading companies in this market having helped over 350 companies write winning proposals and win billions in new contracts. Bob teaches Capture Management, and he writes the Capture Management column in Washington Technology. In 2012, he was inducted as a Fellow in the Association of Proposal Management Professionals (APMP). Prior to forming Lohfeld Consulting, Bob served as Division President at Lockheed Martin, VP of Lockheed Martin IT, Senior VP at OAO Corp., Systems Engineering Manager at CSC, and Program Manager at Fairchild Industries. Bob has served on the Board of Directors for APMP and its National Capital Area Chapter (APMP-NCA) and as Chairman of the American Council on Technology Industry Advisory Council, Vice Chairman of the Technology Council of Maryland, and Board Member of the Armed Forces Communications and Electronics Association and the Government Electronics and Information Association. He is a three-time winner of Federal Computer Week’s Federal 100. Beth Wingate, President, APMP Fellow, has 25+ years’ proposal development, management, training, and communications/social media experience. She helps clients develop proposals, improve their proposal operations, and train their teams in proposal management best practices. Beth has spent her career finding ways to use technology to enhance teams’ business processes and customer deliverables. She specializes in managing responses to large federal government procurements as well as task order proposals. Prior to joining Lohfeld Consulting, she served as proposal center director for Lockheed Martin and for 12 years as proposal center director for MSD (acquired by Lockheed Martin). Beth was inducted as an APMP Fellow in 2010. She is APMP’s former CEO and COO, 2010–2011 Director of Education, and 2008 and 2009 President of the APMP-NCA Chapter. In 2008, Beth received the Steven S. Myers Award for APMP Chapter Chair of the Year. She regularly presents at APMP International and Regional conferences and writes for APMP publications.