Insights Blog

MULTI-PART SERIES: Influencing the Acquisition process and LPTA solicitations – Up close and personal, Part 5

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this fifth installment, Doug asks Jacob about influencing the Acquisition process and LPTA solicitations as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] Let’s turn to the Acquisition process. We are often asked about low price technically acceptable (LPTA) evaluations. I would say on a personal experience that they are less common perhaps than they used to be a few years ago, but they’re still being used. And in fact, they’re being used in some areas that could sort of surprise us, in IT, cybersecurity, things like that—sort of inherently innovative bidding areas. And yet we see LPTA being used. We would love … Continue reading MULTI-PART SERIES: Influencing the Acquisition process and LPTA solicitations – Up close and personal, Part 5

Continue reading...

APMP – Chesapeake Chapter Webinar – Don’t Get Your Bid Kicked Out! | December 2, 2020

DATE: December 2, 2020 TIME: 12:00 – 1:00 pm LOCATION: Online CLICK HERE TO REGISTER Solid advice for improving your bid’s compliance and responsiveness. Sponsored by APMP Chesapeake Chapter Large government-wide acquisition contracts like GSA’s MAS and NITAAC’s CIO-SP4 contain hundreds of requirements and missing one could get your bid kicked out or significantly lower your score. Contracting Officers and Specialists often look for reasons to reject bids rather than keep them in play to reduce their evaluation burden. Former GSA Contracting Officer Jacob Bertram provides solid advice for improving your bid’s compliance and responsiveness to lower your risk. There will be time for Q&A after Jacob’s presentation, and you may submit your questions in advance to apmpcc.chair@gmail.com. WEBINAR LINK AND DETAILS WILL BE EMAILED WITH YOUR REGISTRATION CONFIRMATION. If you do not receive a confirmation email within 12 hours, check your spam folder. Jacob Bertram is a principal consultant … Continue reading APMP – Chesapeake Chapter Webinar – Don’t Get Your Bid Kicked Out! | December 2, 2020

Continue reading...

MULTI-PART SERIES: How proposals are scored – Up close and personal, Part 4

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this fourth installment, Doug and Jacob discuss how proposals are scored as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] Some of us have been writing proposals for years—decades in my case—and while I think we have gotten better at the process of writing a proposal, I think that we’re always trying to get smarter about how proposals are evaluated and scored, what makes us win or lose. We all hear the term, Best Value Tradeoff Evaluations. We hear it somehow correlates with a company’s strengths being important in a best value tradeoff. So, if that’s true, how do you present those strengths … Continue reading MULTI-PART SERIES: How proposals are scored – Up close and personal, Part 4

Continue reading...

MULTI-PART SERIES: The Goldilocks approach to sharing information and cold calling – Up close and personal, Part 3

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this third installment, Doug and Jacob discuss the “Goldilocks approach” to sharing information and cold calling as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] Jacob, when industry goes into one-on-one and small group meetings with the government, we would love to share our ideas, our innovations, and our thoughts about the way ahead. But there’s a bit of a fear there—how much should we share—because I believe there is the risk that some of the things that we share could end up being in a solicitation. That can work in both positive and negative ways, or at least the legend is that … Continue reading MULTI-PART SERIES: The Goldilocks approach to sharing information and cold calling – Up close and personal, Part 3

Continue reading...