TArticles tagged with: APMP Bid & Proposal Con

Join our team at the 2017 APMP Bid & Proposal Con in New Orleans!

June 12-15, 2017 | Welcome reception | Presentations | Exhibit

APMP Bid & Proposal Con New Orleans Welcome Reception Mon., June 12, 2017 | 7:00 – 9:00 p.m. Kick off your conference experience on Monday, June 12 from 7:00–9:00 p.m. at the Welcome Reception sponsored by Lohfeld Consulting Group. Visit with old friends, meet new colleagues, and network the night away! Be sure to stop by our booth to check out our latest book—10 Steps to creating high-scoring proposals—and enter to win our Kindle Voyage grand prize (AppMaven’s ereader of choice)! Here’s to a great conference! We can’t wait to see you in New Orleans! Add our team’s presentations to your “must see” schedule! Proposal Manager: From Good to Great! Tues., June 13, 2017 | 10:00 – 11:30 a.m. | Lisa Pafe, CPP APMP Fellow; Liz Skarlatos We all know what a Proposal Manager is supposed to do—or do we? The role of Proposal Manager varies widely from company to … Continue reading Join our team at the 2017 APMP Bid & Proposal Con in New Orleans!

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The Decline of the Incumbent Empire – Lisa Pafe

2015 APMP Bid & Proposal Con Presentation

Once upon a time, every company wanted to team with the incumbent. However, 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. Recent incumbent losses go hand-in-hand with the rise of Low Price Technically Acceptable (LPTA) procurements and the tendency of Source Selection Authorities to select low price bids even in Best Value procurements. During her presentation at the 2015 APMP Bid & Proposal Con, Lisa Pafe examined how to respond from two perspectives. First, she focused on ways incumbents can best defend their position and retain rebid work. Second, Lisa examined how non-incumbents can take advantage of current Federal market trends in order to defeat incumbent contractors. Click to download Lisa’s 2015 APMP Bid & Proposal Con presentation. Connect with Lisa on LinkedIn

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