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Capture & Proposal Tips eBrief – May 2013
Welcome to Lohfeld Consulting Group's Capture & Proposal Tips eBrief - May 2013 Edition!
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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...
Can you afford to chase premium price? Maybe.
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…
Capture & Proposal Tips eBrief – April 2013
Welcome to Lohfeld Consulting Group's Capture & Proposal Tips eBrief - April 2013 Edition!
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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!
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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…
Can you hire an effective capture manager?
This article was originally published February 22, 2013 in WashingtonTechnology.com.
By Bob Lohfeld
The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them.
This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation…
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...
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
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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…
