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Discriminating your offer: 5 steps to competitive edge

As we look back on 2015 and ahead to the challenges of 2016, it is clear you must find ways to discriminate your bid from the competition. Discriminating your offer is especially difficult for service providers (vs. product providers) as the playing field is fairly level and more bidders are competing for less work. Market competition is a battleground, and your goal should be to win the war…or at least the must-win battles that comprise your target revenues.

This edition of the APMP-NCA Executive…

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Here’s how to tune up your business for 2016

Bob Lohfeld

By Bob Lohfeld

We have been talking with lots of companies to understand what they are doing to win more business in 2016, and I thought I would share some of what we learned with you. Surprisingly, the results are pretty consistent.

Many companies found that winning has gotten harder, especially since the government’s budget has been…

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The road ahead for contractors in 2016

“Amtower Off Center” host Mark Amtower interviews Bob Lohfeld, CEO of Lohfeld Consulting Group and Paul Murphy, Senior Data Analyst with Bloomberg Government on issues facing the contracting community in 2016.

Click to listen.

Topics include:

  • Budgets for civilian and defense
  • The ten-year GWAC cycle
  • Category management
  • Squeezing margins on professional services and more.


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