In the past several years, incumbents have lost their advantage in the Federal Government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids as non-incumbents. Rapid technological change, as well as fiscal constraints, mean that customers are more willing to consider alternatives. Still, winning a bid against an incumbent contractor is a challenge because best informed wins, and the incumbent is still the best informed. In this webinar, Lisa Pafe, CPP APMP and Lohfeld Consulting Group Principal Consultant, provides 10 proven best practices to create a competitive edge over the incumbent in today’s changing environment. Click to watch the webinar replay and download the presentation and research brief. (Look for Part 2 of The End of the Incumbent Empire: Remaining as Incumbent in the next couple of months.) Your speaker: Lisa Pafe, CPP APMP, Principal Consultant with Lohfeld Consulting Group Lisa Pafe brings 25 years’ … Continue reading The end of the incumbent empire – 10 ways to unseat the incumbent
Looking back at the past and into the future makes me think of the Proposal Postmortem. Performing a critical Lessons Learned review of what worked well and what can be improved is an important best practice in the lifecycle of a proposal. Do we always have at least one? How much attention do we give it before rushing off to the next proposal? Agile approaches like Scrum and Kanban employ a similar best practice called the Agile Retrospective. Its purpose is the same as a Proposal Postmortem—to capture Lessons Learned and improve processes and outcomes on future sprints (or proposal efforts). What can we learn from our counterparts in the software engineering field? What new perspectives can we adopt from the agile principles? After all, we are all developing a product—theirs is software, and ours is the proposal. Let’s explore this a bit… Retrospective (from Latin retrospectare, “look back”) refers … Continue reading An agile retrospective
Watch three titans of the capture and proposal industry, each with over 30 years of experience give their advice on: Successful capture planning The future of proposals, where are they headed? How to fix outdated proposal processes Compliance versus technical merit GWACs & MACs How to effectively leverage proposal consultants Click to watch Richard Nathan, CEO, AOC Key Solutions; Bob Lohfeld, CEO, Lohfeld Consulting; and Brad Douglas, COO, Shipley Associates share their thoughts and insights.