Bob Lohfeld has more than 30 years’ experience in corporate management with firms serving the government market and he is consistently recognized for leadership in business development, capture management and creating winning
proposals in the government. He serves on the Board of Directors for the Association for Proposal Management Professionals (APMP National Capital Area) and is past Chairman of the Industry Advisory Council (IAC), Vice Chairman of the Technology Council of Maryland (TCM), and board member of AFCEA and GEIA. Prior to forming Lohfeld Consulting Group, Bob served as division President at Lockheed Martin, Vice President Lockheed Martin Information Technology, Senior Vice President at OAO Corp., and held technical management positions at Computer
Sciences Corp. (CSC) and Fairchild Industries. He is a three-time winner of
Federal Computer Week’s Federal 100 Awards (1997, 1998, 1999).
| Agenda |
| 8:00 – 8:30 am | Registration |
| 8:30 – 9:00 am | Welcome and Breakfast |
| 9:00 – 10:30 am | Understanding the Business Development Life Cycle
Identifying and Qualifying New Business Opportunities |
| 10:30 – 10:45 am | Break |
| 10:45 – 12:00 pm | Developing Your Capture Plan
STEP 1 - Becoming a Capture Manager and Forming Your Capture Team
STEP 2 - Understanding and Influencing Requirements |
| 12:00 – 12:30 pm | Networking Luncheon |
| 12:30 – 2:00 pm | STEP 3 - Developing Your Solution
STEP 4 - Positioning Your Company to Win
STEP 5 - Assessing the Competition |
| 2:00 – 2:10 pm | Break |
| 2:15 – 4:00 pm | STEP 6 - Developing Your Win Strategies
STEP 7 - Using Teaming Strategies
STEP 8 - Setting the Price to Win
STEP 9 - Assessing Risk
STEP 10 - Conducting Capture Reviews and Managing the Capture Process |
| 4:00 pm | Seminar Concludes |