Believe it or not, there are only two and half months, or about 50 shopping days, left in the 2015 federal fiscal year. That means suppliers are gearing up to sell, and agency contracting officers are preparing to buy. Lohfeld Consulting Group CEO and long-time federal sales expert Bob Lohfeld joined Tom Temin on the Federal Drive with some tips on managing the upcoming year-end rush. Click to listen. Tom Temin is the host of The Federal Drive, which airs from 6-9 a.m. on 1500 AM in the Washington, DC region and online everywhere. Tom has 30 years experience in journalism, mostly in technology markets. Before coming to Federal News Radio, he was a long-serving editor-in-chief of Government Computer News and Washington Technology magazines. Tom also writes a weekly commentary for Federal News Radio. Read his latest columns.
I recently returned from the largest gathering of capture and proposal professionals in the world: APMP Bid and Proposal Con 2015 in Seattle, WA. Capture and proposal professionals – be they managers, coordinators, analysts, writers, SMEs, pricing experts, graphic designers, desktop publishers – work in one of the most time and compliance-sensitive fields. The stress can be palpable. So, it was truly invigorating to gather with 726 colleagues to share war stories, lessons learned, and best practices as well as recognize accomplishments with APMP Chapter awards. When you join APMP as a member, you affiliate with a Chapter. The APMP-National Capital Area (NCA) is the biggest in the U.S. and as such offers the best opportunities. You don’t have to be local to Washington, DC-Maryland-Virginia to affiliate with APMP-NCA. We have members spanning the country. Why? Because as the biggest Chapter in the nation, we offer in-person and virtual programs, networking, professional development, and educational opportunities that … Continue reading Bigger is better!
Did you ever wonder why some companies have higher win rates than others? You might think at first that these companies have smarter people who are better trained at proposal writing, better proposal development processes, and maybe newer tools to help them write winning proposals. While all of these reasons may be valid, there are often more subtle reasons that have less to do with people, process, and technology and more to do with executive decision-making and the health of their new business pipeline. Let me explain why this is the case. Picking losers over winners Making good bid decisions is the quickest way to raise your company’s win rate. It is far quicker than hiring better people, improving poor proposal processes, or investing in capture and proposal technology. In fact, making better bid decisions brings about an immediate improvement in win rate and, as an added bonus, lowers your … Continue reading 7 questions to answer when making bid/no-bid decisions
Listen to Francis Rose and Bob Lohfeld on In Depth with Francis Rose. Bob says the new lowest price/technically acceptable (LPTA) limits may be a sign DoD is trying to phase out LPTA. Click to listen Frank Kendall, Undersecretary of Defense for Acquisition, Technology and Logistics, is setting limits for when to use LPTA procurement strategies. He says there are only four conditions when LPTA is appropriate to use. The requirements are well defined; The risk of unsuccessful contract performance is minimal; Price is a significant factor in the source selection; and There is neither value, need, nor willingness to pay for higher performance.