News & Knowledge Center
Category Results for Capture & Proposal Tips
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...
Do I have to understand the proposal contents as the Proposal Manager? Ask the Proposal Doctor
Dear Proposal Doctor,
Do I have to actually understand what is in the proposal I am managing? Sometimes this is an overwhelming task, and it distracts me from the blocking and tackling of the day-to-day management.
Often the material is technical and written for people who are “inside the bubble” and who understand all the jargon and acronyms. This makes it difficult to know if the writing is not persuasive or if it is intrinsically not understandable to a layperson. Yet it is hard to give…
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…
How to screen and interview proposal managers?
Dear Proposal Doctor,
My organization is woefully short of proposal managers and I have been under pressure to hire more. We advertise in the usual places and we get applicants.
The interview process does not seem to be a good predictor of who will be effective and who will be a good fit with our environment. No matter what questions we ask, we don’t seem to find out the right information. Sometimes we are pleasantly surprised; more often, we are not. This means we might be…
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…
Capture & Proposal Tips eBrief – Dec. 2012
Welcome to Lohfeld Consulting Group’s Capture & Proposal Tips eBrief
December 2012 Edition!
Click to read Lohfeld Consulting Group’s Capture & Proposal Tips eBrief – December 2012
