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5 ways to grab your share of the fourth-quarter rush

Washington Technology Article

Bob Lohfeld

By Bob Lohfeld

The government spends a third of its total annual budget in the final quarter of the fiscal year, and this is definitely a busy time for government contractors.

So as you enter the final quarter, there are some actions you can take to maximize your share of the government’s year-end spending. To do this, almost every customer-facing manager in your company needs to engage in your year-end sales campaign, and your internal sales support organization—especially your proposal team—needs to step up its op tempo.

If you orchestrate a well-planned selling blitz, you can maximize your share of the year-end rally.

How big is the year-end rally?

The year-end spending spree comes in the fourth quarter of every government fiscal year, and the spending rate is pretty consistent from year to year. Not all government agencies will…

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How the winners won SEWP V

Washington Technology Article

Bob Lohfeld

By Bob Lohfeld

If you’ve been following NASA’s $20 billion Solutions Enterprise Wide Procurement (SEWP V), you might be interested in knowing how the bidders won their awards. Like many procurements, this government-wide contract started out as a highly competitive procurement that received over 200 proposals from companies competing to win a coveted award on this 10-year (5-year base plus one 5-year option) IDIQ contract.

When awards were first announced, disgruntled bidders filed protests with the Government Accountability Office (GAO), and NASA voluntarily agreed to reevaluate the proposals. After reevaluation, the agency made 202 contract awards, and every bidder who submitted an acceptable proposal was given a contract award. With no bidders left to protest, SEWP V moved forward as the contract of choice for many government organizations.

Here are the details of what happened, and you…

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7 questions to answer when making bid/no-bid decisions

Washington Technology Article

Bob Lohfeld

By Bob Lohfeld

Did you ever wonder why some companies have higher win rates than others?

You might think at first that these companies have smarter people who are better trained at proposal writing, better proposal development processes, and maybe newer tools to help them write winning proposals.

While all of these reasons may be valid, there are often more subtle reasons that have less to do with people, process, and technology and more to do with executive decision-making and the health of their new business pipeline. Let me explain why this is the case.

Picking losers over winners

Making good bid decisions is the quickest way to raise your company’s win rate. It is far quicker than hiring better people, improving poor proposal processes, or investing in capture and proposal technology. In fact, making better bid decisions brings…

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