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Announcing free Lohfeld Consulting Group business winning webinar series

We’re delighted to announce the creation of the Lohfeld Consulting Group Business Winning webinar series.

  • Top PC/Mac proposal development tools and tricks – July 23
  • Bold trends in capture and proposal management – September 11
  • How to reduce proposal development costs and get the most out of your proposal development budget – November 20

Led by our capture and proposal experts, our bi-monthly webinars will present advancements in business development, capture management, and proposal management.

Our first webinar, sponsored in conjunction with APMP’s Nor’easters Chapter, features our very own AppMaven,…

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Capture and Proposal Tips eBrief – June 2013

Welcome to Lohfeld Consulting Group's Capture & Proposal Tips eBrief - June 2013 Edition!

Click to read Lohfeld Consulting Group's Capture & Proposal Tips eBrief – June 2013

We were surprised (and relieved) to learn that government proposal evaluators are pushing back on the use of lowest price, technically acceptable (LPTA) evaluation criteria-and for good reason. They're now learning that this evaluation criteria can limit their ability to exercise reasonable judgment in the evaluation process and may result in contracts awarded to companies that...

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Is the government starting to hate LPTA too?

Bob Lohfeld

This article was originally published June 7, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

I was surprised (and relieved) to learn that government proposal evaluators are pushing back on the use of lowest price, technically acceptable (LPTA) evaluation criteria—and for good reason. They are now learning that this evaluation criteria can limit their ability to exercise reasonable judgment in the evaluation process and may result in contracts awarded to companies that are clearly inferior and have less-qualified offerings compared to others in the competition.

Here are…

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Can you afford to chase premium price? Maybe.

Bob Lohfeld

This article was originally published May 3, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

When the government awards a contract to other than the lowest priced offeror, it pays a price premium to make that award. How much price premium the government will pay is left to the judgment of the selecting official. This amount varies by type of service or product being procured, details of each solicitation, and experience of the source selection official.

In 1999, the price premium in a GAO study averaged about…

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Acquisition Reform – Review of Best Value Procurements (B-281983) GAO Study

Acquisition Reform – Review of Best Value Procurements (B-281983)

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Enhanced Training Could Strengthen DOD’s Best Value Tradeoff Decisions (GAO-11-8)

GAO Study – Enhanced Training Could Strengthen DOD’s Best Value Tradeoff Decisions (GAO-11-8)

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Why some companies embrace LPTA contracts

Bob Lohfeld

This article was originally published April 8, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

Some companies are actively seeking lowest price, technically acceptable (LPTA) professional services bids—but they’re not the companies you’d think. You’d expect companies with deep experience in their fields that have honed their operating costs to the minimum and are operating at maximum efficiency to seek out LPTA bids where they could compete on price—but it is just the opposite.

Inexperienced, marginally credible firms are finding LPTA procurements provide a unique opportunity to…

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Can you hire an effective capture manager?

Bob Lohfeld

This article was originally published February 22, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them.

This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation…

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4 strategies that can kill your recompete

Bob Lohfeld

This article was originally published January 30, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

I regularly get calls to review capture strategies for companies competing on “must win” procurements. I have done an equal number of these reviews for companies during the time when they were in their capture phase (before the final request for proposals is released), during their proposal development phase when everyone was working hard to write the winning proposal, and, regrettably, after the company had submitted its proposal and been told…

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5 questions to derail an LPTA procurement

Bob Lohfeld

This article was originally published December 19, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

Recently, while teaching a capture management class, a capture manager asked me what he could do when the contracting officer for a pending IT services bid said he wanted to use lowest price technically acceptable (LPTA) evaluation criteria versus the traditional best-value tradeoff approach.

The capture manager and the government program manager wanted to avoid a price shootout, but the contracting shop wouldn’t agree.

When confronted with this situation, here are five questions…

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