Insights Blog

Continuation or rise in number of LPTA bids?

During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture and proposal management and discussed how these are changing the competitive landscape for companies looking to increase their win probabilities. Bob answered a number of questions for webinar participants during and after the webinar. This blog series presents those questions and Bob’s answers. Q: With reduced government budgets, do you foresee a continuation or rise in the number of lowest price technically acceptable (LPTA) type bids? A: I think we will see fewer LPTA procurements used in the services side of the business—even with declining budgets—because these are bad for the government for lots of reason. Here are some articles that I wrote in Washington Technology that discuss some of these negative features. Lohfeld Consulting Group Articles – 5 questions … Continue reading Continuation or rise in number of LPTA bids?

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How to deal with contracting offices that don’t allow interaction with industry?

During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture and proposal management and discussed how these are changing the competitive landscape for companies looking to increase their win probabilities. Bob answered a number of questions for webinar participants during and after the webinar. This blog series presents those questions and Bob’s answers. Q: With respect to testing our proposed solutions with the customer to obtain feedback, how do you deal with contracting offices that do not allow interaction even well in advance of even a draft RFP? A: You want to validate your assumptions and test your solution with the customer before locking these down. If you are pre-RFP and the contracting officer won’t allow discussions, then that individual is doing you an injustice, and hopefully you can use … Continue reading How to deal with contracting offices that don’t allow interaction with industry?

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Proposal production checklists (Part 4 of 4)

As a follow up to Briana Coleman’s proposal production series, we’re sharing some helpful checklists and tools for you to use in planning your next proposal production plan. Download the MS Word documents and modify them to suit your company and proposals. Lohfeld Consulting Group – editing checklist Editing Checklist: A supplement to your company’s style guide, this tool is useful for your editor to ensure that all elements of the proposal meet specific quality standards…literally, to check that all of your i’s are dotted and t’s are crossed. What checklists do you find indispensable—and what war stories can you share to reinforce the need for checklists? Send your thoughts to me at BWingate@LohfeldConsulting.com, and I’ll share your advice in upcoming posts!  

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Proposal production checklists (Part 3 of 4)

As a follow up to Briana Coleman’s proposal production series, we’re sharing some helpful checklists and tools for you to use in planning your next proposal production plan. Download the MS Word documents and modify them to suit your company and proposals. Lohfeld Consulting Group – Production Resources Checklist Production Resource Checklist: When planning for your proposal’s production needs, confirm that you have all of the necessary resources to complete the production. These resources include staff, IT/facilities, network capabilities, and other necessities. What checklists do you find indispensable—and what war stories can you share to reinforce the need for checklists? Send your thoughts to me at BWingate@LohfeldConsulting.com, and I’ll share your advice in upcoming posts!  

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