Beth Wingate

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About Beth Wingate

Beth Wingate, APMP Fellow and President, Lohfeld Consulting Group

Beth Wingate has more than 25 years' proposal development, management, and corporate communications experience. She helps clients develop proposals and improve their proposal operation. An experienced proposal manager, Beth specializes in managing responses to large government procurements as well as task order proposals.

Prior to joining our firm, she served as proposal center director for Lockheed Martin and before that for 12 years as proposal center director for Management Systems Designers, Inc. (MSD) (acquired by Lockheed Martin). Beth was inducted as an Association of Proposal Management Professionals (APMP) Fellow in June 2010.

She is APMP's 2014 Past CEO, 2013 CEO, 2012 COO, 2010-2011 Director of Education, and 2008 and 2009 President of the APMP, National Capital Area (NCA) Chapter. She served as the Chapter's Executive Summary Newsletter Chairperson, publisher, and editor from 2005 to 2007. She regularly presents at APMP International and regional conferences. She has been an active APMP member since 1996.

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Titles By Beth Wingate

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10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters Apr 19, 2017

by Bob Lohfeld , Beth Wingate

( 13 )

$9.99

In this book, we share our modern perspective on proposal management and what matters within the proposal process. We’re using these insights to help our customers concentrate on what’s truly important in proposal development and on best practices that may have fallen to the wayside in their companies.

We examine the Federal Government source selection decision-making process and what the government evaluators and the final decision maker look for as they review your proposals.

We discuss our strength-based solutioning process and the difference between features and benefits—and how to really make your proposal stand out.

Finally, we walk you through 10 actions your organization can take that will positively affect your proposal outputs.

Other Formats: Paperback

Best Informed Wins Volume 2 - Collected Articles of Bob Lohfeld from Washington Technology 2013 - 2015 Oct 26, 2015

by Bob Lohfeld , Beth Wingate

( 1 )

$9.99

Bob Lohfeld shares his capture management and proposal management thoughts and best practices—along with business development advice for the government contracting industry.

Topics include:

-5 questions to derail an LPTA procurement
-4 strategies that can kill your recompete
-Can you hire an effective capture manager?
-Why some companies embrace LPTA contracts
-Can you afford to chase premium price? Maybe.
-5 steps to winning proposals
-Realities force companies to change tactics
-How crazy subcontractors can kill your bid
-How to balance your growth strategy
-Contractors reshape growth strategies for 2014
-What makes your bid a winner or a loser?
-Six tips for building your new business pipeline
-How good are your chances of winning a bid protest?
-How and when to talk to your customer
-Take your proposal from good to great in 30 minutes
-Let's stop bashing LPTA and find an alternative
-Should we have procurement reform or just improvement?
-Is price reasonableness really unreasonable?
-Killing bad capture and proposal habits
-Three strategies for growing in adjacent markets

Bob Lohfeld, APMP Fellow and Board Member, serves as CEO and general manager of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and winning proposals development.

He teaches Capture Management, and he writes the Capture Management column in Washington Technology magazine.

Prior to forming Lohfeld Consulting Group, Bob served as Division President at Lockheed Martin, Vice President of Lockheed Martin Information Technology, Senior Vice President at OAO Corp., Systems Engineering Manager at Computer Sciences Corp. (CSC), and Program Manager at Fairchild Industries. He also taught at the graduate level at George Washington University School of Engineering Administration.

Bob has served on the Board of Directors for the Association of Proposal Management Professional National Capital Area Chapter (APMP-NCA) and as Chairman of the American Council on Technology Industry Advisory Council (ACT/IAC), Vice Chairman of the Technology Council of Maryland (TCM), and Board Member of the Armed Forces Communications and Electronics Association (AFCEA), Government Electronics and Information Association (GEIA), and Juvenile Diabetes Research Foundation (JDRF Capital Region). He is a three-time winner of Federal Computer Week’s Federal 100.

Other Formats: Paperback

Lohfeld Consulting Group Insights Capture & Proposal Insights & Tips Volume 2 Oct 26, 2015

by Beth Wingate

( 1 )

$9.99

Lohfeld Consulting Group’s experts share more 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
-Bold trends in capture and proposal management Q&A
-Proposal production across the business development life cycle
-Confessions of a proposal production expert
-Proposal production checklists
-Proposal scheduling – make it or break it
-Requirements matrices, compliance matrices, and why you need both
-Working with project managers on recompetes
-The art of the data call: 7 questions to ask pre-RFP
-The art of the data call: proof points that POP
-Doing more with less – and winning more!
-How much should we spend on capture versus proposal activities?
-6 stress busters that increase productivity
-5 proposal yoga poses to add to your life cycle
-Proposal Doctor
-How experts got involved in capture and proposals – and what keeps them coming back
-Industry experts’ proposal war stories and lessons learned
-Expert advice for starting out in capture and proposal-related positions
-5 tips to achieve high-performance teams
-21 Experts’ predictions for capture and proposal industry changes
-Capture and proposal innovations
-Changes experts would make to the business development, capture, and proposal process

Beth Wingate, aka AppMaven, CF APMP Fellow, Managing Director at Lohfeld Consulting Group has more than 25 years’ proposal development, management, training, and communications experience, managing proposal centers for Lockheed Martin and MSD, and training and mentoring proposal and business development staff in industry best practices. She manages social media, branding, content strategy, and marketing for Lohfeld Consulting. Beth is an APMP Body of Knowledge (BoK) author, 2014 Past CEO, 2013 CEO, 2012 COO, 2010–2011 Dir. of Education, and 2008-2009 APMP-NCA President.

Brenda Crist, CPP 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. Brenda holds APMP Professional certification and served as 2010 APMP-NCA President.

Lisa Pafe, CPP APMP Fellow, has more than 25 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 Professional certification. Lisa served as APMP-NCA's 2014 and 2015 Vice President.

Bob Lohfeld, CP APMP Fellow, serves as CEO and general manager of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and winning proposals development. He writes the Capture Management column in Washington Technology magazine. Prior to forming Lohfeld Consulting Group, Bob served as Division President at Lockheed Martin, Vice President of Lockheed Martin Information Technology, Senior Vice President at OAO Corp., Systems Engineering Manager at Computer Sciences Corp. (CSC), and Program Manager at Fairchild Industries. He is a three-time winner of Federal Computer Week’s Federal 100.

Other Formats: Paperback

Lohfeld Consulting Group Insights Capture & Proposal Insights & Tips Dec 12, 2012

by Beth Wingate , Brenda Crist , Lisa Pafe , Brooke Crouter

( 6 )

$9.99

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.

Other Formats: Paperback

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Lohfeld Consulting Group Insights Volume 3: Capture & Proposal Insights & Tips Apr 19, 2017

by Beth Wingate

( 1 )

$9.99

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.

Other Formats: Paperback

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