Working with project managers on recompetes: Risk aversion versus price (Part 1)
This week, Lisa Pafe provides insights into how incumbents should work with their project managers when preparing for recompete procurements. Incumbents often proceed with the re-compete capture and proposal process… Continue reading Working with project managers on recompetes: Risk aversion versus price (Part 1)
4 strategies that can kill your recompete
There is a common thread among the capture strategy reviews I’ve done—incumbent contractors all too often focus on the wrong strategies.
Industry experts’ proposal war stories and lessons learned – Part 4 of 4
Once more unto the breach, dear friends, once more; Or close the wall up with our English dead. In peace there’s nothing so becomes a man As modest stillness and… Continue reading Industry experts’ proposal war stories and lessons learned – Part 4 of 4
How to screen and interview proposal managers?
The interview process does not seem to be a good predictor of who will be effective and who will be a good fit with our environment.
Industry experts’ proposal war stories and lessons learned – Part 3 of 4
What do two or more capture and proposal folks inevitably talk about when we get together – our latest war stories, of course! Just like ants and bees go back… Continue reading Industry experts’ proposal war stories and lessons learned – Part 3 of 4
Industry experts’ proposal war stories and lessons learned – Part 2 of 4
We’ve all heard, “The definition of insanity is doing the same thing over and over again and expecting different results.” (–Albert Einstein) Has this quote applied to any capture or… Continue reading Industry experts’ proposal war stories and lessons learned – Part 2 of 4
21 Experts’ predictions for capture/proposal industry changes – Part 3
Bundled contracts, unbundled contracts, emphasis on well-trained procurement support staff, training axed in cost-cutting measures, short turnarounds, extended and extended extensions, virtual proposals, everyone in the war room… The more… Continue reading 21 Experts’ predictions for capture/proposal industry changes – Part 3
21 Experts’ predictions for capture/proposal industry changes – Part 2
The old adage says, “Nothing’s constant except change.” (We can add death and taxes, but even the taxes part seems in constant flux these days!) Stay in the government capture… Continue reading 21 Experts’ predictions for capture/proposal industry changes – Part 2
21 Experts’ predictions for capture/proposal industry changes – Part 1
It’s a fact of life that government contracting experiences cyclical changes. Hang around in this game long enough, and you’ll start to recognize “patterns.” Over the last 25 plus years,… Continue reading 21 Experts’ predictions for capture/proposal industry changes – Part 1
5 questions to derail an LPTA procurement
Recently, while teaching a capture management class, a capture manager asked me what he could do when the contracting officer for a pending IT services bid said he wanted to use lowest price technically acceptable (LPTA) evaluation criteria versus the traditional best-value tradeoff approach.