Robert Lohfeld


OPINION

7 steps from good to great proposals

Proposal expert Bob Lohfeld offers seven tips to make your proposals better. Hint: It's not about you; it's about the customer.

COMMENTARY

Ask the right questions to understand your customer's objectives

Arm your capture team with well-crafted questions so it can gain a clear understanding of customer requirements and objectives, says Bob Lohfeld, CEO of Lohfeld Consulting Group.

COMMENTARY

3 keys to creating winning proposals

Winning proposals share three common traits: They are written by experienced writers, follow a defined process and are put together efficiently.

Is DOD moving away from LPTA?

The Defense Department is moving away from the use of lowest price contracts. At least that's the message from the top, but how long will it take to trickle down?

OPINION

Here's how to tune up your business for 2016

Business development and capture expert Bob Lohfeld offers step-by-step guidance on how to evaluate your business and move forward to win more opportunities in 2016.

OPINION

4 strategies that can kill your recompete

Proposal guru Bob Lohfeld shares the four most common strategic mistakes incumbments make when pursuing a recompete. Do you know what to avoid?

COMMENTARY

3 steps to improving your proposals

A review of lessons learned is a valuable step in improving proposal development efficiency and raising your win probability on the next bid, says Bob Lohfeld of Lohfeld Consulting Group.

OPINION

Six tips for building your new business pipeline

Most companies are missing the mark when it comes to building their pipeline. Columnist Bob Lohfeld gives six simple tips to follow in order to build your pipeline the right way.

OPINION

How and when to talk to your customer

There are plenty of misconceptions about communications during the procurement process and capture expert Bob Lohfeld busts the myths that plague development of good contracts.

OPINION

The challenging search for good procurement practices

Business development expert Bob Lohfeld analyzes the current trends in procurement and finds that agencies are mostly focused on expediency and not on enhancing mission outcomes. The result will only hurt government and industry.

OPINION

20 BD habits to kill off in 2015

Too many companies are stuck in the past with obsolete business development practices. Here are 20 things to stop doing now if you want to succeed in 2015.

OPINION

7 questions to answer when making bid, no bid decisions

One of the best ways to improve your win-rate is improving how you decide which contracts to bid on and which to walk away from. Here's how.

OPINION

How to balance your growth strategy

Capture management expert Bob Lohfeld explains how a balance of winning new business, building your base and acquisitions is the best approach to crafting a successful growth strategy.

COMMENTARY

6 quick fixes that will improve your company's win rate

Surveys reveal too many companies don't use the 7-factor model to boost their win rate.

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