Insights Blog

Q&A Part 1 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline

Lohfeld Business Winning Webinars [webinar replay]

We received a lot of audience questions during our recent Top 20 bids for 2017 webinar. Here is part 1 of our Q&A. Question: Although a number of government procurement leads are stating their acquisition strategy will be based on “best value,” they list both LPTA and technology/price trade-off as viable decision tools. When technical proposal evaluators are not able to “significantly” differentiate offers, contracting officers almost always default to LPTA. So, when do you think real best value awards will be “here to stay”? Bob Lohfeld’s Answer: In my opinion, best value tradeoff procurements need two things to occur before they will be “here to stay”. First, we have to have a rising federal budget. In times of sequestration and budget reductions, agencies simply don’t have enough money to buy what they need and instead default to buying what is cheap. Second, agencies have to realize that buying on … Continue reading Q&A Part 1 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline

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[Webinar replay] Top 20 bids for 2017—and the market trends that will affect how you build your pipeline

Lohfeld Business Winning Webinar

Federal contractors have a lot of questions about procurements in 2017: How can you build a successful 2017 pipeline and align capture and proposal staff early given the prevailing market trends? Which procurements will continue on schedule and which will slow during the upcoming presidential transition? Are Category Management and IT Modernization bipartisan in nature, or will the change in administration stall these initiatives? Will we continue to see the trend towards greater use of Multiple Award Contract (MAC) vehicles and a greater percentage of small business set-asides? Will mid-tier companies find any relief, or will they continue to struggle in the new market? Listen to our government procurement experts’ insights on the Top 20 bids for 2017 and the market trends that will affect how you build your pipeline. Get help prioritizing and focusing on upcoming opportunities likely to stay on track, while understanding the impacts on initiatives that … Continue reading [Webinar replay] Top 20 bids for 2017—and the market trends that will affect how you build your pipeline

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Lohfeld Consulting Group announces changes to senior leadership team

Beth Wingate promoted to President

Bob Lohfeld Sr., the firm’s Founder and Chief Executive Officer (CEO), announced that Beth Wingate has been promoted to President and will provide day-to-day leadership of the firm. Bob Lohfeld will continue to serve as CEO. “It is with great confidence that we are promoting Beth to President of the firm,” said Bob Lohfeld. “She’s been a significant catalyst and contributor to our success over the years, and I am extremely confident she will continue to guide Lohfeld Consulting and further establish the firm as the leader in the capture and proposal services market. Her promotion to President is well deserved and recognizes her commitment and dedication to the firm.” Beth Wingate is a 9-year veteran of Lohfeld Consulting and has more than 25 years of proposal development, management, and corporate communications experience. Prior to joining the firm, she served as proposal center director for Lockheed Martin and for Management … Continue reading Lohfeld Consulting Group announces changes to senior leadership team

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How to improve your company’s internal bid awareness

Implement an internal communications plan

Does your company have an efficient process for dispatching all pre-request for proposal (RFP) and post-RFP submission notices from the customer to the correct capture, proposal, or program management office (PMO) staff members? Do you proactively alert your PMO and production staff about upcoming bids? Do you alert your capture and proposal teams as to when contracts are ending so they have adequate time to position for a recompete? If you answered no to any of these questions, consider implemented an internal communications plan—an alerting process. Table 1 suggests check points you can add to your process. Table 1: Define roles/responsibilities to improve internal bid awareness Role Responsibility Capture Sets up search agents for pre-RFP, post-RFP, post-submission, award alerts, and new opportunities Upon receiving an alert, indicating an active request for information (RFI)/sources sought notice, or RFP notifies proposals, human resources (HR), pricing, and production teams Sets up a kick-off … Continue reading How to improve your company’s internal bid awareness

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