Register Today! (Earn 3 CEUs for Attending)
Create a more effective capture and proposal strategy aligned with the Government perspective
Write and review proposals that will score higher with government evaluators
5:30pm – Networking & Cocktails
6:30pm – Dinner
7:15pm - Chapter Business
7:30pm – Presentation followed by Q&A
8:30pm – Adjournment
Do you know how the government really evaluates proposals?
Have you ever wondered what they look for when they read through each offer and what they like and dislike when scoring proposals?
What happens on the “other side” is a mystery to most contractors, and debriefs often don’t tell the whole story or even half the story!
Those who prepare proposals and those who evaluate them have vastly different perspectives.
This presentation will discuss the results of Wendy Frieman’s 3-year research project on how the government evaluates proposals and what capture and proposal managers need to know in order to create better, higher-scoring proposals and win more highly competitive bids. You will learn how to realign your proposal development efforts to make your proposal consistent with the way evaluators see the world, and you’ll learn how to tune your proposals to consistently achieve higher scores.
The comments and perceptions of Government source selection officials will reveal the differing perspectives of industry and Government with regards to the critical process of proposal evaluation and selection of the successful offeror. The presentation contains real life source selection case histories, as well as strategies for successful capture and proposal planning that recognize the realities of the source selection process. Attendees will learn how to write and review proposals more effectively so the Government Source Selection Board scores the proposal more highly.
This presentation will reveal how proposals are really evaluated, what the source selection board is seeking, and how they make the award decision.
Lisa Pafe, CPP APMP Fellow and PMP, is Principal Consultant at Lohfeld Consulting Group, Inc. and a LinkedIn Publisher. With 24 years of capture and proposal experience, she serves on the APMP-NCA Board of Directors as Vice President & Publicity Chair and was formerly Chair of the Speaker Series Committee. She holds a B.A. in Political Science from Yale University, Masters in Public Policy from Harvard University, and Masters in Information Systems from The George Washington University.
Wendy Frieman, CPP APMP, is a capture and proposal manager with over 25 years of experience in helping companies prepare for and win U.S. government contracts large and small. Prior to joining Lohfeld Consulting in 2010 she worked at CSC, Oracle, and SAIC among other organizations. She has been an active member and APMP Fellow and has written for the peer-refereed APMP Journal. She is accredited by APMP at the Professional level. Wendy received graduate and undergraduate degrees in Chinese from Stanford University.
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