Insights Blog

Past performance – the wealth of a company

(And the winning difference!)

The wealth of a company is in its employees. A company’s employees ensure that company produces and delivers high-quality services on schedule. Employees develop innovations, improve the company’s value, and satisfy their customers daily. When customers praise a company, they usually direct their praise at an individual or team. When a business wins a contract, it’s because they had fewer weaknesses and more strengths in their proposal than other businesses, and they substantiated their strengths with proof points. So if the work of the staff is so important, why do companies put such a low priority on recording the past performance of their employees? Some companies do not maintain a plan or schedule for updating their past performance. In some companies, a culture arises where program managers feel it is unimportant. In other companies, proposal staff are too busy with proposals to develop and manage past performance. There are a … Continue reading Past performance – the wealth of a company

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Q&A Part 3: Small/mid-tier competition considerations—and what it means to be a large organization with contracts moving back into small business set asides

Ask the experts – Your top BD, capture, and proposal management questions answered

Watch the webinar replay and listen to the podcast (MP3) Recently, Bob Lohfeld, CEO, Lohfeld Consulting Group and Bill Gormley, President and Managing Partner, The Gormley Group discussed various challenges faced by BD, capture, and proposal professionals supporting Federal Government contractors. Read the Q&A, watch the webcast, or listen to the podcast to find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market. Question: With the way that procurements are coming out now, what do you do as a mid-tier company? How do you compete or should you? Should you go small again? Bill: The NAICS codes are really size dependent, so you’ll see you’re either “small” or you’re “other than small.” So “mid-tier” is a self-anointed term that in government regulations has no meaning. So, you’re either small or you’re large. So I think the key here is … Continue reading Q&A Part 3: Small/mid-tier competition considerations—and what it means to be a large organization with contracts moving back into small business set asides

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Q&A Part 4: Capture and proposal processes

Ask the experts – Your top BD, capture, and proposal management questions answered

Watch the webinar replay and listen to the podcast (MP3) Recently, Bob Lohfeld, CEO, Lohfeld Consulting Group and Bill Gormley, President and Managing Partner, The Gormley Group discussed various challenges faced by BD, capture, and proposal professionals supporting Federal Government contractors. Read the Q&A, watch the webcast, or listen to the podcast to find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market. Question: What are your suggestions for transitioning a company “set in their old ways of doing business” to a smarter and more competitive process? Bob: This is a great question because we see a lot of these processes that have atrophied within companies that were “good enough” in the good days. But as the market contracts, the competitive standards are increasing, and if companies aren’t adapting their processes to the new competitive market, they’re falling behind … Continue reading Q&A Part 4: Capture and proposal processes

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Q&A Part 2: Topics in the news

Ask the experts – Your top BD, capture, and proposal management questions answered

Watch the webinar replay and listen to the podcast (MP3) Recently, Bob Lohfeld, CEO, Lohfeld Consulting Group and Bill Gormley, President and Managing Partner, The Gormley Group discussed various challenges faced by BD, capture, and proposal professionals supporting Federal Government contractors. Read the Q&A, watch the webcast, or listen to the podcast to find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market. Question: Talk about the new DoD procurement reform document. What are the key things that we need to know? Bill: So Bob, I think you did a recent digest of Claire Grady’s April 26 memo/directive out there to DoD on source selection. Bob: I did, and that sort of narrows down the topic a bit. So the topic is DoD procurement reform, and reform is something we see at about a 10-year cycle across DoD. Every … Continue reading Q&A Part 2: Topics in the news

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