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How to balance your growth strategy

Bob Lohfeld

This article was originally published December 13, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

When I review new-business growth strategies for companies, one of the things I like to see is a balanced approach that consists of three main strategies—winning new business, growing your current business base, and if the company is large enough, acquiring other companies.

As a first cut, I weight each of these strategies equally, so if the company uses all three, then each strategy is accountable for delivering a third of the…

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How crazy subcontractors can kill your bid

Bob Lohfeld

This article was originally published November 18, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

Have you ever had a subcontractor kill your bid? Surprisingly, it’s not all that infrequent that a subcontractor can do you in.

Here are some of the situations we have seen this year from companies who have called us for help, generally after it is too late to fix the problem. Since many of these teaming nightmares could have been prevented with some good counseling earlier in the bidding process, I thought…

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2013: The RFP rally that didn’t happen

Bob Lohfeld

This article was originally published October 15, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

What happened to all of those requests for proposals that we were promised for the final quarter of fiscal 2013?

The pundits told us that procurements delayed earlier in the year would come rushing to market in July, August, and September, and the final quarter would make up for the slow spending that we had seen earlier in the year.

It simply didn’t turn out that way. The rush of procurements never came,…

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