Insights Blog

Have capture steps and process, but lack analytics?

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: We have capture steps/process that we follow (which probably most other companies have), and we tally the wins/losses/cancelled, but the analytics is what we lack. A: Your analytics don’t have to be very complex to begin getting meaningful data about your organization and begin optimizing your process. If you make up a balanced score card (see slide #9) to color score the attributes of a good procurement to pursue and use that, you will begin to … Continue reading Have capture steps and process, but lack analytics?

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How to compete in an LPTA environment?

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: There are still a considerable amount of agencies focused on LPTA. What are your thoughts on how to compete in an LPTA environment? A: Focus the government on establishing technical acceptability. If they fail to define technical acceptability, then the procurement will be a pricing race into the abyss. If you can establish an acceptable technical floor, this will help prevent bidders from offering unreasonably low prices. If you can’t accomplish this, then it’s time for … Continue reading How to compete in an LPTA environment?

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How do you measure and validate capture progress?

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: Using the dashboard in slide #9, how are you creating a score, and how is the score being validated? I see a number, but what created that score? A: You can use numbers instead of colors to assess how well each activity is performed. Don’t make the math too complicated. You can equate a numerical rating of four to a blue score, three to a green score, and so on. Personally, I prefer the color scores … Continue reading How do you measure and validate capture progress?

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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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