Best Informed Wins - Collected Articles of Bob Lohfeld from Washington Technology 2010 – 2012
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Bob Lohfeld shares his capture management and proposal management thoughts and best practices—along with business development advice for the government contracting industry.
- 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
Bob Lohfeld serves as CEO and general manager of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and winning proposals development. He teaches Capture Management, and he writes the Capture Management column in Washington Technology magazine.
Prior to forming Lohfeld Consulting Group, Bob served as Division President at Lockheed Martin, Vice President of Lockheed Martin Information Technology, Senior Vice President at OAO Corp., Systems Engineering Manager at Computer Sciences Corp. (CSC), and Program Manager at Fairchild Industries. He also taught at the graduate level at George Washington University School of Engineering Administration.
Bob has served on the Board of Directors for the Association of Proposal Management Professional National Capital Area Chapter (APMP-NCA) and as Chairman of the American Council on Technology Industry Advisory Council (ACT/IAC), Vice Chairman of the Technology Council of Maryland (TCM), and Board Member of the Armed Forces Communications and Electronics Association (AFCEA), Government Electronics and Information Association (GEIA), and Juvenile Diabetes Research Foundation (JDRF Capital Region). He is a three-time winner of Federal Computer Week’s Federal 100.
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