News & Knowledge Center
How long will it take to trickle down?
By Bob Lohfeld
Industry has long objected to the use of lowest priced, technically acceptable (LPTA) procurement strategies for technical/professional services and complex solution procurements, and it now appears that DOD is moving away from this practice.
Narrowing the use of LPTA
Under Secretary of Defense for Acquisition, Technology and Logistics, Frank Kendall, issued a memorandum on March 4 to clear up confusion about when LPTA is appropriate as a source selection process. His memo states LPTA “has a clear, but limited place in the source selection best value continuum” and narrowly defines when LPTA is appropriate for DOD procurements. This memo signals a shift away from the LPTA source selection process.
According to Kendall, LPTA should…
Lohfeld Business Winning Webinar
In Part 1 of her webinar, Lisa Pafe identified 10 ways to unseat the incumbent. Now in Part 2, Lisa focuses on how to retain your incumbency in the highly competitive Federal Government market.
While industry studies show that incumbents now have approximately the same win rate on rebids as non-incumbents, the fact remains that the best informed wins—and the incumbent is still the best informed. Learn how to leverage your incumbency from day one of contract award and protect your work from challengers.
This webinar provides 10 proven best practices to keep your incumbency intact in today’s changing environment.
Lohfeld Business Winning Webinar Q&A
In the past several years, incumbents have lost their advantage in the Federal Government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids as non-incumbents. Rapid technological change, as well as fiscal constraints, mean that customers are more willing to consider alternatives. Still, winning a bid against an incumbent contractor is a challenge because best informed wins, and the incumbent is still the best informed.
In this webinar, Lisa Pafe, CPP APMP and Lohfeld Consulting Group Principal Consultant, provides 10 proven best practices to create a competitive edge over the incumbent in today’s changing environment.
(Look for Part 2 of The End of the Incumbent Empire:…
Washington Technology Article
By Bob Lohfeld
Many companies have experienced flat or declining sales in the prior year and, consequently, are dealing with reduced bid and proposal (B&P) budgets this year. This begs the question, can proposals be written in a less-costly way without reducing win rates?
Obviously, we can reduce proposal costs, but many cost-reduction initiatives cause win rates to plummet.
To find out why proposals cost too much, I asked our proposal consulting team to share their insights. Since this team works on the front lines of about 400 proposals per year, I was sure they could offer valuable insight into why costs are too high and what companies can do to reduce proposal costs without lowering win rates.
Here are some of the reasons we found that proposal costs are higher than they should be.
Some companies fail…