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.) Here is Part 2 of the questions we received during the webinar with answers from Lisa Pafe. … Continue reading Q&A Part 2 from The end of the incumbent empire – 10 ways to unseat the incumbent
Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when scoring proposals? Not knowing this makes submitting a proposal to the U.S. Government like firing a shot across their bow. What happens on the “other side” is a mystery to most contractors, and debriefs often don’t tell the whole story. Or, even half the story! This is because those who prepare proposals and those who evaluate them have vastly different perspectives. In this webinar, we release the results of our 3-year research project on how the government evaluates proposals and what capture and proposal managers need to know in order to create better, higher-scoring proposals and win more highly competitive bids. Watch the webinar replay to hear Wendy Frieman, Lohfeld Principal Consultant, provide lessons from the “other side of the … Continue reading Q&A Part 2 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals
Instead of writing about all the things companies should do to be more successful in their business acquisition efforts, I thought I would lead off the year by writing about the things companies should stop doing. Too many companies are stuck in the past with obsolete and ineffective practices that make their captures non-productive and proposals unnecessarily expensive. If you think this might apply to your company, then the first step for 2015 should be to drive out all the bad practices in order to make way for all the new practices you’ll need to win. Here’s my list of some of the more egregious habits we’ve seen in companies. I hope that none of these apply to your firm, but just in case they do, make sure you put them on your kill list for 2015. Download and read Bob’s latest article. Email your comments to me at RLohfeld@LohfeldConsulting.com. … Continue reading 20 BD habits to kill off in 2015
Despite poor results, we often continue to do things the same way. This pattern may apply to your proposal shop as well. Perhaps your win rate is stagnant or declining, your team is burned out, your technology doesn’t work, and/or proposal quality is at an all-time low. But how to improve? To provide a roadmap for improvement, Lohfeld Consulting Group now offers an independent Proposal Improvement Assessment. This review is an objective analysis of proposal operations (people, processes, and technology) versus best practices as well as proposal quality versus our 7 quality measures proven to increase win rates. Based on the analysis, we provide detailed, actionable recommendations that will dramatically improve results. I have conducted a half dozen of these reviews, and my observation is that this service offers the best return on investment (ROI) for proposal improvement that will increase your win rate. Often, proposal shops realize they have … Continue reading Can you improve your proposal operations (and your win rate)?