Category Results for Advice

Strategic differentiation with a customer focus

Highlight real differentiators to emerge as a leader

I recently worked on a proposal that required – not an executive summary – but an introduction that called out the vendor’s differentiators. Perhaps one of the hardest aspects of our industry is coming up with real differentiators to cite in our proposals. In his book, “Collapse of Distinction. Stand out and move up while your competition fails”, Scott McKain suggests we spend too much time trying to duplicate and outdo our competitors. When we compete rather than emerge as a differentiated leader in our field, we are driven by the competition and not by the customer. McKain says that to have an advantage, we must pay more attention to what the customer wants than to what the competition is doing. Has this happened in your organization? The competition creates a point of distinction, so you duplicate it and try to do it even better. Each competitor introduces incremental changes … Continue reading Strategic differentiation with a customer focus

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Introduction to Strengths-Based Winning in Federal Contracting | Pre-conference workshop at Deltek Insight 2018 (PCW14)

Date: November 5, 2018 Time: 9:00 am – 12:00 pm Location: Deltek Insights 2018 Conference, Gaylord Texan Resort and Convention Center, Dallas, TX PCW14 – Introduction to Strengths-Based Winning in Federal Contracting Course Level: Intermediate Most of what professionals know about developing proposals is pure folklore. This class pulls back the curtain to reveal how the government actually evaluates proposals and what constitutes a strength to government evaluators. In this paradigm-shifting class, attendees will cast aside folklore and learn how to develop proposals that make it easy for the government to award you the contract. Attendees learn how to perform strength-based capture, strength-based solutioning, and strength-focused proposal reviews as well as write proposal text that highlights those strengths. After completing this course you will be able to: Understand what constitutes a Strength from the Federal Government evaluator perspective Solution Strengths as well as identify weaknesses, deficiencies, and risks of your offer that … Continue reading Introduction to Strengths-Based Winning in Federal Contracting | Pre-conference workshop at Deltek Insight 2018 (PCW14)

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Before you burst through the $27.5M size standard

Part 4 of 4 in Lohfeld’s MAC series

Government has two definitions of a company’s size: large or small. MACs use North American Industry Classification System (NAICS) Codes to classify small business size standards. The size standard may vary depending on which NAICS Code the contracting office applies. One of the most popular size standards is $27.5M of revenue on average for the past 3 years. If you are a successful small business, chances are you are going to burst through the MAC’s size standard mid-way through the contract. Some small businesses have achieved remarkable success, while other companies graduate just above the $27.5M size standard and must overcome resource challenges to enter the mid-tier range. We can learn from their success stories and challenges. ActioNet is now #62 on Washington Technology list of the Top 100 Government Contractors in 2018. By the time ActioNet won Alliant and CIO-SP3 Small Business awards, the company was well positioned to succeed. … Continue reading Before you burst through the $27.5M size standard

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Maximize your competitive edge to win more MAC task orders

Part 3 of 4 in Lohfeld’s MAC series

A small group of awardees on a given MAC will earn the lion’s share of the total value of all MAC awards. For example, the Top 15 MAC incumbents in FY17 earned nearly 21% of all MAC dollars spent. To further underscore this point, the top 10 businesses on Alliant Small Business and CIO-SP3 Small Business earned 50% of all contract dollars in FY17. So how do a select group of companies earn most of the dollars on a given MAC, and what can other companies learn from their success? 1. They understand their customers All the top MAC earners (Leidos, Booz Allen and Hamilton, CSRA, Northrop Grumman, CACI, etc.) have account managers, program managers, or business developers that are dedicated to maintaining good business relations with a specific segment of customers. They understand the customer’s objectives, operations, budgets, constraints, etc. They routinely meet with customers to learn about their … Continue reading Maximize your competitive edge to win more MAC task orders

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