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2014 realities force companies to change tactics

Bob Lohfeld

This article was originally published September 20, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

There is no doubt that going into fiscal 2014, the market will be different. Sequestration and continuing resolutions will take their toll on the federal budget, resulting in fewer procurements. The net result is that competition for the remaining government dollars will be stiffer as companies battle for market share.

Companies that don’t change their tactics to compete in the new budget-constrained government market will give way to others who are adapting…

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Bold trends in capture and proposal management – Lohfeld BD Webinar Series – Sept. 2013

In an increasingly competitive global market, top-tier companies are adapting and executing new practices to increase their win probabilities. Bob Lohfeld presents some of the more interesting trends in capture and proposal management and discusses how these are changing the competitive landscape for these firms.

 

Click to download presentation slides

About the presenter:

Bob Lohfeld is the founder of Lohfeld Consulting Group, a leading Capture and Proposal Consulting firm specializing in winning government contracts. He is consistently recognized for leadership in business development, capture management, and creating winning proposals and he writes the Capture Management column…

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Creating winning technical solutions

Bob Lohfeld

This article was originally published August 2013 in WashingtonTechnology.com.

By Bob Lohfeld

I’m amazed at how few companies present good, compelling technical solutions in their proposals. The reason is probably that their technical teams don’t know what constitutes a good proposal solution.

In this article, I’m going to describe the process we use to ensure we develop solutions that will score well when reviewed by government proposal evaluators. Here’s how we do it.

Step 1 – Understand the requirement

The first step in engineering is to understand…

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What happened to all the RFPs?

Bob Lohfeld

This article was originally published July 24, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

Normally the government ramps up the flow of large-dollar-value requests for proposals (RFP) in March, and the number of these RFPs released peaks in June.

However, this year the bottom fell out of the RFP market as sequestration slammed the brakes on deal flow in the first half of the calendar year.

In fact, in the first 6 months of this year, the number of major RFPs released is down by 35% from…

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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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