Best Informed Wins - Collected Articles of Bob Lohfeld from Washington Technology 2010 - 2012

Bob Lohfeld shares his capture management and proposal management thoughts and best practices—along with business development advice for the government contracting industry.

Topics include:

-To succeed, deliver what you promised
-Better reviews equal better proposals
-Get the most out of your contract debriefing
-5 tips for hiring a proposal consultant
-3 Steps to improving your proposals
-What the government won’t tell you about your proposal
-3 Keys to creating winning proposals
-10 Reasons why you need capture management
-Resolve to improve your win rate
-Ask the right questions to understand customer objectives
-5 Passing grades you need to lead the pack
-3 Critical steps to surviving tough times
-Pitfalls to avoid in a down market
-Why your win rate is hurting your business
-5 Predictions for the 2020 Market
-7 tips for crafting a dominant proposal summary
-6 Ways your proposals fail
-How bad are your proposals?
-How to raise your win rate by 20%
-3 tips to maximize past performance
-How to avoid a contract protest
-6 quick fixes that will improve your company’s win rate
-Can you keep your bid out of the reject box?
-Will low-price contracting make us all losers?
-100 words that kill your proposals
-4 Keys to better capture analytics
-Do’s and don’ts of lowering your proposal costs
-7 steps from good to great proposals
-Today’s market demands benchmarking proposals—here’s how