Insights Blog

10 Ways to mitigate pursuit phase risks

At the 2011 APMP International Conference, Lohfeld Consulting Group’s Managing Director Brenda Crist presented an informative session on mitigating proposal risks. Here are Brenda’s identified Pursuit Phase Risks and recommended Mitigation Strategies: Is the bid a strategic fit for your company? If no, consider not bidding. Do you understand the customer’s requirements? Use the time during the pursuit phase to learn more about the customer’s requirements. Do you know who constitutes your competition? Use this time to learn more about the competition through open-source documents, employees, partners, vendors, and hired consultants. Do you have advocacy with the customer? Use this time to introduce your solution to the customer and demonstrate how it will benefit operations. If you are the incumbent, demonstrate how you add value to the customer’s current and near-term operations. Make recommendations for improving long-term operations during the course of the contract. Does the bid meet your company’s … Continue reading 10 Ways to mitigate pursuit phase risks

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Insights on Low Price, Technically Acceptable, Low Price (LPTA) procurements

As the government moves into an era of tighter budgets, we’re seeing procurement strategies shift from the traditional “best value” award criteria where the government could award to other than the lowest priced offeror to an alternate evaluation criteria called “Low Price, Technically Acceptable (LPTA).” LPTA appears to be good for taxpayers and detrimental to the services industry; however, the jury is still out on these issues. Some practitioners argue that all companies who provide government services do essentially the same thing, so setting standards for technical acceptability and then awarding to the lowest priced offeror is the right course of action for austere times. Others argue that this practice will put the services industry into a death spiral as bidders undercut each other’s prices. Following the pricing death spiral will cause service quality to decline, awards will be made to marginally credible and financially irresponsible bidders, and everybody will … Continue reading Insights on Low Price, Technically Acceptable, Low Price (LPTA) procurements

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10 Topics to include in your kick-off meeting agenda

Your kick-off meeting planning process should involve identifying the location, handling logistics, designing the agenda, preparing distribution materials, and inviting the right people. Use a checklist (see our 12 Required Kick-off Meeting Elements blog post) to track all required items. Confirm the meeting time, date, and logistics as the RFP due date approaches. This is an important meeting that sets the tone for final proposal preparation activities – obtain a conference room that will accommodate a large meeting comfortably. Create the list of invitees, and send e-mail meeting invitations to them to hold the projected date and time on their calendars. Ensure you invite core capture and proposal team members as well as a member of your senior management to start the meeting and provide a motivational talk to the team. Create the Kick-off Meeting Agenda and plan to cover the following topics: Proposal overview – describe the client’s needs … Continue reading 10 Topics to include in your kick-off meeting agenda

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12 Required kick-off meeting elements

Teamwork is the ability to work together toward a common vision. The ability to direct individual accomplishments toward organizational objectives. It is the fuel that allows common people to attain uncommon results. –Andrew Carnegie You should design all aspects of your kick-off meeting to motivate your team, communicate your proposal plan, and set the overall tone for how your proposal team will operate. Though the kick-off meeting typically occurs a few days after RFP release, planning for the kick-off meeting prior to RFP release saves time once the RFP drops – a major advantage for your team. Once actual post-RFP proposal preparation begins, having already planned the kick-off meeting saves important time that you can use to review the RFP, validate pre-proposal products, and prepare final writing plans and writers’ packages. The planning process involves identifying the meeting location, handling logistics, designing the agenda, preparing distribution materials, and inviting the … Continue reading 12 Required kick-off meeting elements

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