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Let’s stop bashing LPTA and find an alternative

Bob Lohfeld

By Bob Lohfeld

One of the things I dislike most about lowest priced, technically acceptable (LPTA) procurements is that they are so misaligned with the values we have grown up with as government contractors.

No matter how hard I try, I just cannot get excited about writing a proposal where the objective is to provide the minimally acceptable technical solution—a solution that just squeaks by the technical evaluators—instead of one that dazzles them by striving for outstanding performance and showcases good ideas and innovations. I was…

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Can you improve your proposal operations (and your win rate)?

Despite poor results, we often continue to do things the same way. This pattern may apply to your proposal shop as well. Perhaps your win rate is stagnant or declining, your team is burned out, your technology doesn’t work, and/or proposal quality is at an all-time low. But how to improve?

To provide a roadmap for improvement, Lohfeld Consulting Group now offers an independent Proposal Improvement Assessment. This review is an objective analysis of proposal operations (people, processes, and technology)…

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Should we have procurement reform or just improvement?

Bob LohfeldBy Bob Lohfeld

It seems like everyone has been jumping on the procurement reform bandwagon this year and has been saying that the government’s procurement system is broken. While reforming government procurement is a lofty goal and resonates well in the halls of Congress, the practicality is that it is more of a pre-election battle cry than a reality.

One organization, the Association of Proposal Management Professionals (APMP), has taken a different approach, stating that the Federal Acquisition Regulations (FAR)—the rules that control government procurement—are…

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