Category: Past Performance

Q&A Part 2 from The end of the incumbent empire – 10 ways to unseat the incumbent

In the past several years, incumbents have lost their advantage in the Federal Government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids… Continue reading Q&A Part 2 from The end of the incumbent empire – 10 ways to unseat the incumbent

Q&A Part 2 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when… Continue reading Q&A Part 2 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Q&A Part 1 from The end of the incumbent empire – 10 ways to unseat the incumbent

In the past several years, incumbents have lost their advantage in the Federal Government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids… Continue reading Q&A Part 1 from The end of the incumbent empire – 10 ways to unseat the incumbent

Capture and proposal innovations: the year that was and the year ahead

At the start of Fiscal Year 2014, many made bold predictions of a better year ahead. Post-sequestration, pundits also predicted that the pendulum would begin to swing away from Lowest… Continue reading Capture and proposal innovations: the year that was and the year ahead

Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when… Continue reading Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Avoid the Red Team II Monster by implementing efficiencies

There is nothing more I dread than a Red Team II or even Red Team III. It means the entire bid and proposal team didn’t produce a compliant, strong, and… Continue reading Avoid the Red Team II Monster by implementing efficiencies

Go-to-Market Q&A with Kevin Young

After our Top Ten ‘Go-to-Market’ Mistakes Made by Federal Contractors (click to watch webinar and download slides) webinar, we received a number of follow-up questions from viewers. Here are a… Continue reading Go-to-Market Q&A with Kevin Young

More Go-to-Market Q&A with Kevin Young

After our Top Ten ‘Go-to-Market’ Mistakes Made by Federal Contractors (click to watch webinar and download slides) webinar, we received a number of follow-up questions from viewers. Here are a… Continue reading More Go-to-Market Q&A with Kevin Young

Doing more with less – and winning more!

The typical company spends on average 10% of their revenue target on Bids and Proposals (B&P). Risks that increase the B&P budget include poor bid decisions, an immature solution, insufficient… Continue reading Doing more with less – and winning more!

Can we really improve information technology procurement? Absolutely.

By Eric Gregory, Senior Vice President of Consulting at Shipley Associates and Bob Lohfeld, Founder and CEO of Lohfeld Consulting Group Witness the latest debacle in IT procurement: Healthcare.gov. According… Continue reading Can we really improve information technology procurement? Absolutely.