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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…
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…
Despite poor results, we often continue to do things the same way. This pattern may apply to your proposal shop as well. Perhaps your win rate is stagnant or declining, your team is burned out, your technology doesn’t work, and/or proposal quality is at an all-time low. But how to improve?
To provide a roadmap for improvement, Lohfeld Consulting Group now offers an independent Proposal Improvement Assessment. This review is an objective analysis of proposal operations (people, processes, and technology)…