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20 ways to reduce B&P costs and still win

Bob Lohfeld

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…

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Is price reasonableness really unreasonable?

Bob Lohfeld

By Bob Lohfeld

With so many IT and professional services contracts being awarded to the lowest priced offeror, you have to wonder if the government is worried about awarding contracts to firms whose prices are unreasonably low.

As it turns out, in many procurements the government does not look for unreasonably low prices, and in some instances, is prohibited from doing so. In these procurements, low price has no floor.

The rules for examining price reasonableness and cost realism are complex and generally not well understood by…

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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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