News & Knowledge Center
Category Results for Best of Lohfeld Archives
Capture & Proposal Tips eBrief – May 2013
Welcome to Lohfeld Consulting Group's Capture & Proposal Tips eBrief - May 2013 Edition!
Click to read Lohfeld Consulting Group's Capture & Proposal Tips eBrief – May 2013
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...
Capture & Proposal Tips eBrief – April 2013
Welcome to Lohfeld Consulting Group's Capture & Proposal Tips eBrief - April 2013 Edition!
Click to read Lohfeld Consulting Group's Capture & Proposal Tips eBrief – April 2013
Some companies are actively seeking lowest price, technically acceptable (LPTA) professional services bids-but they're not the companies you'd think. You'd expect companies with deep experience in their fields that have honed their operating costs to the minimum and are operating at maximum efficiency to seek out LPTA bids where they could compete on price-but it is just the...
Capture & Proposal Tips eBrief – March 2013
Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief – March 2013 Edition!
Click to read Lohfeld Consulting Group’s Capture & Proposal Tips eBrief – March 2013
The complacency of incumbent teams is now a thing of legends, and everyone has at least one story of the incumbent we were sure the customer loved who lost and, in some instances, lost big.
The good news is that techniques exist to get your team out of its complacent rut. Check…
Capture & Proposal Tips eBrief – February 2013
Welcome to Lohfeld Consulting Group's Capture & Proposal Tips eBrief - February 2013 Edition!
Click to read Lohfeld Consulting Group's Capture & Proposal Tips eBrief – February 2013
"Love is not an evaluation criterion." That quote from Bob Lohfeld's latest Washington Technology article makes us chuckle each time we read it!
In this February eBrief, we share Bob's suggestions for keeping your "must win" recompetes on a winning path along with our Proposal Doctor's thoughts on whether or not proposal managers need to understand the "subject matter" of...
Q&A with Bob Lohfeld and Joyce Bosc
by Joyce Bosc in FedBizBeat, February 5, 2013
Ask anyone in the federal contracting industry, and they’ll tell you Bob Lohfeld is the top consultant when it comes to helping companies with their capture and proposal management needs. We had a chance to catch up with him recently to talk about his column in Washington Technology, as well as his thoughts on LPTA and what’s planned for 2013.
1. Of the articles you wrote for Washington Technology last year, what 2012…
Business development and capture management – Bob Lohfeld interview with Mark Amtower
“Amtower Off Center“ host Mark Amtower interviews Bob Lohfeld, CEO of Lohfeld Consulting Group, on various aspects of the business development and capture process.
Topics discussed include:
- Current GovCon market climate
- 7 characteristics of winning proposals
- Capture/proposal analytics
- Resources and education for proposal professionals
Get more insights from the Lohfeld Consulting Group team every month – click to subscribe to our Capture and Proposal Tips eBrief.
Check out our two new Lohfeld team books available on Amazon.com
Bob Lohfeld interview on Federal News Radio – 4 strategies that can kill your recompete
As budgets get tighter, you will need to hold onto the contracts you’ve already got. Bob Lohfeld, CEO of Lohfeld Consulting Group, joins Francis Rose In Depth on FederalNewsRadio.com with four strategies that can kill your company’s recompete bid.
Get more insights from the Lohfeld Consulting Group team every month – click to subscribe to our Capture and Proposal Tips eBrief.
Check out our two new Lohfeld team books available on Amazon.com (
Capture & Proposal Tips eBrief – January 2013
Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief – January 2013 Edition!
Click to read Lohfeld Consulting Group’s Capture & Proposal Tips eBrief – January 2013
A New Year, new opportunities, two new Lohfeld team books available on Amazon.com (Insights Capture & Proposal Tips, Best Informed Wins), a new team member – and more support to help you deal with your new (and recurring!) capture and proposal challenges! Improve your career with APMP Foundation Level…
4 strategies that can kill your recompete
This article was originally published January 30, 2013 in WashingtonTechnology.com.
By Bob Lohfeld
I regularly get calls to review capture strategies for companies competing on “must win” procurements. I have done an equal number of these reviews for companies during the time when they were in their capture phase (before the final request for proposals is released), during their proposal development phase when everyone was working hard to write the winning proposal, and, regrettably, after the company had submitted its proposal and been told…
5 questions to derail an LPTA procurement
This article was originally published December 19, 2012 in WashingtonTechnology.com.
By Bob Lohfeld
Recently, while teaching a capture management class, a capture manager asked me what he could do when the contracting officer for a pending IT services bid said he wanted to use lowest price technically acceptable (LPTA) evaluation criteria versus the traditional best-value tradeoff approach.
The capture manager and the government program manager wanted to avoid a price shootout, but the contracting shop wouldn’t agree.
When confronted with this situation, here are five questions…
