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Articles tagged with: past performance

How crazy subcontractors can kill your bid

Bob Lohfeld

This article was originally published November 18, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

Have you ever had a subcontractor kill your bid? Surprisingly, it’s not all that infrequent that a subcontractor can do you in.

Here are some of the situations we have seen this year from companies who have called us for help, generally after it is too late to fix the problem. Since many of these teaming nightmares could have been prevented with some good counseling earlier in the bidding process, I thought…

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Why some companies embrace LPTA contracts

Bob Lohfeld

This article was originally published April 8, 2013 in WashingtonTechnology.com.

By Bob Lohfeld

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 opposite.

Inexperienced, marginally credible firms are finding LPTA procurements provide a unique opportunity to…

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5 questions to derail an LPTA procurement

Bob Lohfeld

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…

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