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Will low-price contracting make us all losers?

Bob Lohfeld

 

This article was originally published June 4, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

We are seeing a procurement strategy shift for technical and professional services bids brought about by procurement officials using lowest price, technically acceptable (LPTA) evaluation criteria rather than the more traditional best-value tradeoff criteria.

While there is certainly a place for the low-price strategy in federal procurements, it is definitely not suitable for procurements with complex services or uncertain performance risk. When the government applies the strategy to unsuitable procurements, both the…

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Bob Lohfeld honored as 2012 APMP Fellow at Bid & Proposal Con

(Dallas, TX) — May 30, 2012 — The Association of Proposal Management Professionals (APMP), the international association representing proposal, business development, and capture management professionals, announced its new class of 2012 Fellows at the association’s Bid & Proposal Con 2012 in Dallas, TX last week.

The APMP Fellows Award is the association’s highest honor and recognizes individuals who have made significant contributions to new business acquisition, their profession, and their association. The award is open to all APMP members who have belonged to the association for 5 or more years.

The four APMP Fellows honored at Bid &…

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Can you keep your bid out of the reject box?

Bob Lohfeld

 

This article was originally published May 16, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

I was asked to review one of the proposals submitted for the first stage of the Army’s multi-billion dollar “Army Eagle” logistics procurement and to advise an unsuccessful bidder why the company had failed to make the cut. My answer was straightforward – the bidder failed to write a proposal for the evaluators to evaluate. Here’s how the proposal went wrong.

Army Eagle is a multiple award procurement for large and small…

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6 quick fixes that will improve your company’s win rate

Bob Lohfeld

 

This article was originally published April 23, 2012 in WashingtonTechnology.com.

We’re frequently asked how to improve a company’s overall win rate, and I outlined these in the article I wrote in my January 2012 column “How to Raise Your Win Rate by 20 percent” using our seven-factor model. Since then, we’ve been surveying companies to see how well they perform in these seven factors and to identify areas where companies can make immediate improvements.

In this article, I’ll share some of the survey results…

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How to avoid a contract protest

Bob LohfeldThis article was originally published March 22, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

Are protests destined to become just one more milestone in the federal procurement process? Recent evidence might suggest so. Notably, the protested award to Lockheed Martin for the U.S. Antarctic Research program in the South Pole and the Hawker Beechcraft protest of the award of the new light attack aircraft trainer are recent examples.

In addition, market experts predict that as defense budgets decline, companies fighting over fewer dollars will launch more protests when losing procurements that…

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3 tips to maximize past performance

Bob LohfeldThis article was originally published February 1, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

Almost every proposal you write has a requirement for information on past performance. The government uses this information to evaluate how well your company has performed on similar programs and expects your past performance to be a predictor of how well you will perform on the program you’re currently bidding.

Because past performance can be an important discriminator in the evaluation and selection process, there are some things you should know…

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How to raise your win rate by 20%

Bob LohfeldThis article was originally published January 5, 2012 in WashingtonTechnology.com.

By Bob Lohfeld

All executives want to increase their win rate. If you could raise your company’s overall win rate by 20%, the payoff in additional revenue, earnings, and shareholder value could be huge. Company revenues would increase, earnings would increase by the marginal profit rate on the new revenue, and shareholder value would increase proportionally to your increase in earnings.

But, knowing which investments to make and predicting the payoff is the challenge….

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The Proposal Dentist: Extracting a Technical Approach from the Technical Experts

Brooke Crouter

by Brooke Crouter

(This article appeared in the Fall 2011 edition of APMP-NCA’s Executive Summary eZine.)

As budgets shrink, there will be fewer new contracts in the government market. With fewer deals, firms that compete for federal business will need to write sharper proposals to win their share of work. It is imperative that our proposals tell a clear story that resonates with the buyer. In particular, we must be able to present a fact-based approach that demonstrates a clear, tangible value to…

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How bad are your proposals?

Bob LohfeldThis article was originally published November 14, 2011 in WashingtonTechnology.com.

By Bob Lohfeld

In last month’s column, 6 ways your proposal can fail, I wrote about a company that submitted a less-than-professional proposal and wondered how pervasive this problem really is. After all, as professional proposal managers, how bad can our proposals really be?

All professional proposal managers strive to make every proposal compliant, responsive, and compelling, yet a recent presentation reinforced my assessment that only about 15% of the firms bidding…

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6 ways your proposal can fail – and how to avoid them

Bob LohfeldThis article was originally published October 5, 2011 in WashingtonTechnology.com.

By Bob Lohfeld

I received a call from a mid-sized large business that had submitted a proposal for IT services and had just learned their proposal did not make competitive range. They were irate and wanted to protest, alleging that the government had not fairly evaluated their proposal.

They had hired a proposal consultant, spent lots of money developing their proposal, and were assured their proposal was professionally done. Before filing the protest, the company…

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