Robert Lohfeld


COMMENTARY

Why your high win rate is hurting your business

A high win rate looks good, but it can be a wolf in sheep's clothing. Columnist and capture management expert Bob Lohfeld explains what your win rate really means.

COMMENTARY

How bad are your proposals?

Bid and proposal expert Bob Lohfeld explains some of the most common shortcomings of many companies responses to RFPs.

COMMENTARY

7 tips for crafting a dominant proposal summary

The executive summary is often a critical element of a successful proposal, columnist Bob Lohfeld writes.

OPINION

5 questions to derail an LPTA procurement

Bob Lohfeld offers five questions to ask that might help you steer an agency away from a lowest price, technically acceptable contract.

COMMENTARY

Pitfalls to avoid in a down market

The best strategy in a tough market is to focus on core customers and resist the temptation to bid on everything and rush into new markets.

COMMENTARY

3 tips to maximize past performance

Don't confuse experience with performance is tip No. 1. Bob Lohfeld explores this and other ways for making the most of your past performance.

COMMENTARY

Here's how to raise your win rate by 20 percent

Bob Lohfeld shows the seven you need to consider when making investment to improve your win rate. Guaranteed.

COMMENTARY

4 ways to stand out in a crowded market

Capture management expert Bob Lohfeld takes you through the four critical components to building a strategy that will make you stand out in the crowd.

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.

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.

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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