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Team Building

Wednesday, May 28, 2014 | 1:00 PM - 2:00 PM
Sheraton 3

Are You Happy with 50 Percent?

Lisa Pafe, CPP APMP
Principal Consultant, Lohfeld Consulting Group


Are you happy with 50 percent?  That’s what Don Draper of Mad Men asked his creative team when their win rate declined and motivation lagged.  Research shows contractor proposal win rates are typically in the 30-50 percent range.  Often, as Capture or Proposal Manager, we sense that our team’s productivity level is at 30-50 percent as well.  This presentation will challenge attendees to think outside the box to better manage their bid and proposal (B&P) teams, resulting not only in productivity gains but also increased win rates. Audience interaction will get creative juices flowing as we apply organizational theory and lessons learned for greater effectiveness. Brainstorming exercises will focus on innovative solutions to team productivity issues such as low morale, poor quality work, bad decisions, conflicts and non-compliance. Just like Don Draper, we will expect more and get more from our B&P teams.


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Lisa Pafe

Lisa Pafe is a CPP APMP, PMI PMP and ISO Internal Auditor with more than 20 years of capture and proposal experience for small to large companies serving civilian and defense agencies.  She is the Vice President of the APMP NCA and was the Chapter’s Speaker Series Chair for two years.  Prior experience includes: VP of Corporate Development at Ace Info Solutions, Inc., President of Vision Consulting, Inc.; VP of Business Development for GovConnect, Inc.; and Director of Marketing for MAXIMUS, Inc. She holds a B.A. from Yale University, MPP from Harvard University and MIS from The George Washington University.


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