Blog – Pens Down2022-05-03T10:32:54-04:00

Learning from Losing

No one wants to lose, and no one wants to talk about losing. It is like talking about death. But failure can be an effective teacher. Most proposals are losing proposals—a statistical fact that is often ignored. But this does not mean that the participants are losers. Consider the career of Mike Krzyzewski (Coach K), a basketball legend who inspires his players to greatness. Under his direction, the Duke University basketball program has become one of the most successful in the history of the sport. Coach K has been selected as National Coach of the Year 12 times and has been inducted into the Basketball Hall of Fame. By any objective standards, he is a winner. Yet 31 of his 34 seasons at Duke have ended with a losing game. After all, at the end of any season, only one team wins. In proposals, as in basketball, there is just

By |May 17th, 2022|Categories: Blog, Featured Article|0 Comments

Proposal Coordinator Commandments

By |March 28th, 2022|Categories: Blog, Featured Article, Home Page|

Originally published on APMP's blog, Winning the Business Proposal coordinators are often overlooked, but the value they can bring to a team is instrumental in enabling the proposal manager to manage the bid process most efficiently from start to finish. Sure, a coordinator’s role is to assist the proposal manager, but what does that really mean? What differentiates a good coordinator from a great one? There are five “commandments” that every coordinator should follow

“Thinking Outside of the Box”- The Art & Science of GovCon Marketing

By |March 6th, 2022|Categories: Blog, Featured Article|

Originally published on LinkedIn, republished here with the author's permission: What is “outside of the box thinking”? I have been in too many meetings where an executive will say something like “Our marketing is stale. We need some outside-the-box thinking.” Often this is the result of seeing or reading about success B2B or B2C marketing in a book or business magazine, or in one instance I can think of, a CEO sitting next to

APMP-NCA Members – We Need Your Input

By |February 23rd, 2022|Categories: Blog, Featured Article, Home Page, News|

Members, please help us shape the APMP National Capital Area (NCA) chapter! Have you seen our survey in your inbox? Who is the APMP-NCA Chapter? If you’re located in the mid-Atlantic region of the United States, you’re in luck. The Association of Proposal Management Professionals - National Capital Area (APMP-NCA) is the second largest of APMP’s 28 worldwide chapters. We’re here to support your success. We are located in the metropolitan Washington, DC area —

Resumes for the Win

By |February 11th, 2022|Categories: Blog, Featured Article|

Originally posted on Lohfeld Consulting's blog - Resumes for the Win. Resumes are the least appreciated proposal section. Proposal Managers often delegate resume writing to inexperienced writers. Writers create resumes without understanding how to interview the proposed key or non-key personnel for winning content and without understanding the proposed solution. Proposal reviewers frequently spend little time on resume review. Yet, resumes may provide discriminating Strengths that result in the win. Exceeding Requirements In a best

Finding and Cultivating New Talent in the Industry

By |February 3rd, 2022|Categories: Blog, Featured Article|

Originally posted on In today’s market, we are all competing for proposal talent, and it’s not always easy to find the right fit. Our industry has historically been one where people have “fallen into” it, rather than choosing proposal management as an intentional career path. Proposal management isn’t a college major, so most students don’t even know our industry exists, which means that when they graduate and start sending out resumes, they don’t know

Why You Should Go Remote as a Proposal Writer (and Why Companies Shouldn’t Be Afraid of Telecommuters)

By |January 26th, 2022|Categories: Blog, Featured Article|

Originally published on February 14, 2020 as an article on LinkedIn. How many remote jobs have you discovered for technical roles? Software developers, app engineers, and system architects seem to have it made when it comes to remote work. When it comes to marketing and proposal writing, though, many companies draw a firm line in the sand: You must be able to physically commute to our office. I'm confused by this mentality. I've been writing

4 Tips for Virtual Reviews

By |December 31st, 2021|Categories: Blog, Featured Article|

Proposal professionals have learned a great deal on how to handle remote bid development and management over the past year. I expect the changes made as a result of COVID-19 will remain with us even when we return to our new normal. One of the most important changes, in my view, is the increased acceptance and promotion of virtual reviews. Many teams used virtual reviews prior to the pandemic as a way to incorporate different

Recent Decisions Highlight Extra Diligence Needed When Acquiring a Government Contractor

By |December 31st, 2021|Categories: Blog, Featured Article|

Two recent decisions by the U.S. Government Accountability Office (GAO), one of the forums that hears protests by disappointed bidders for Federal Government contracts, highlight some of the extra steps that buyers of businesses performing government contracts may need to take before closing a deal. A basic principle of Government contracting is that the Government must evaluate offers it receives to determine whether and how well the would-be contractor will meet the Government’s requirements. (Exactly

Six tips for better content reuse

By |December 31st, 2021|Categories: Blog, Featured Article|

Six tips for better content reuse - determine whether it contributes to increased proposal wins both in percentage and in volume. Originally published on Lohfeld Consulting's Blog at Proposal content reuse at its best improves productivity and make the most of your bid and proposal (B&P) resources. Every company reuses proposal content, whether they have a formal content reuse strategy with tools, technology, and dedicated writers or individuals who reuse their own latest and

The Benefits of RFP Automation Software for Proposal Managers

By , |December 31st, 2021|Categories: Blog, Featured Article|

Originally posted on Visible Thread's blog - A Request for Proposal (RFP) is a document issued by a government or organization’s procurement department. It invites proposals from contractors to bid on a project.  The RFP process allows the buying organization to compare and contrast the businesses that are interested in carrying out the work and to assess them according to their capabilities and value for money. For businesses that survive and thrive on winning


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The mission of the APMP-NCA chapter is to support our members in advancing their professional goals and increasing their capabilities to win business.

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