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Lohfeld Consulting Group Insights Capture & Proposal Insights & Tips
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Lohfeld Consulting Group’s experts share their proposal development and capture management-related tips, hints, and tricks—along with thoughts on best practices in proposal development.

Topics include:

  • Lohfeld Team’s favorite business, proposal, and design books
  • 4 Major elements of qualified business opportunities
  • Top 5 reasons to gather info about business opportunities—and what to gather
  • Top 10 reasons to vote your color team reviewers off the island
  • Back to basics—spring cleaning
  • 7 Reasons to meet the client before RFP release
  • 6 Early-stage proposal products to identify and develop
  • 10 Ways to mitigate proposal solution development risks
  • 12 Required kick-off meeting elements
  • 10 Topics to include in your kick-off meeting agenda
  • Insights on low price, technically acceptable (LPTA) procurements
  • 10 Ways to mitigate pursuit phase risks
  • 4 Variables to consider while preparing orals presentations
  • 10 Ways to mitigate competitive analysis risks
  • 9 Key factors for winning proposals
  • 12 Ways to mitigate proposal kick-off planning risks
  • 7 Reasons to develop a compliance matrix
  • 8 Ways to mitigate proposal post-production and lessons- learned risks
  • 2-Step process for finalizing your proposal solution
  • 10 Ways to mitigate proposal production and delivery review risks
  • Proposal graphics must appeal to 3 types of client evaluations
  • 7 Ways to mitigate proposal business case review risks
  • 6 Rules for proposal graphics
  • 11 Ways to mitigate final proposal document review risks
  • 5 Essential elements for proposal writing plans
  • 12 Ways to mitigate proposal strategy review risks
  • 8 Required elements of a solid proposal production plan
  • 4 Reasons to create a master document for every proposal volume
  • 38 must-have templates and boilerplate repository artifacts
  • 12 important tips for developing proposal schedules
  • 13 must-have data elements for proposal resume templates
  • 30 Must-have data elements for proposal past performance templates
  • Don’t make these mistakes—12 vital proposal lessons
  • Don’t make these mistakes— 7 proposal staffing lessons learned
  • Capture proposal lessons learned—and then live them!
  • Don’t make these mistakes—12 past performance lessons learned
  • More top proposal books for proposal writers
  • 7 problems with proposal teams…and 5 strategies for high performance
  • Strategies and tactics to bring your team to a win


Beth Wingate has more than 25 years' proposal development, management, and corporate communications experience. She specializes in managing responses to large government procurements and task order proposals. She served as proposal center director for Lockheed Martin and for Management Systems Designers, Inc. Beth was inducted as an Association of Proposal Management Professionals (APMP) Fellow in June 2010 and is APMP's 2013 CEO, 2012 COO, and 2010 – 2011 Director of Education.

Brenda Crist, APMP Fellow, serves as a senior capture and proposal manager and develops strategic solutions for clients. She helps clients work with their staff and partners to create winning, well-written proposal solutions. She offers hands-on experience from leading and conducting systems and network management projects for many civilian and military clients.

Lisa Pafe has 24 years’ experience in management consulting, marketing, business development, project management, and proposal management, including project management, business process improvement, and organizational change management. She is a Project Management Institute (PMI) certified Project Management Professional (PMP) and holds APMP accreditation.

Brooke Crouter specializes in competitive strategy and proposal management to win strategic business opportunities in the government market. She provides strategic leadership and coaching for capture and proposal efforts, working on all aspects of a procurement—competitive intelligence and assessment, capture strategy, offer definition, and proposal development.

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