Did you ever wonder why some companies have higher win rates than others? You might think at first that these companies have smarter people who are better trained at proposal writing, better proposal development processes, and maybe newer tools to help them write winning proposals. While all of these reasons may be valid, there are often more subtle reasons that have less to do with people, process, and technology and more to do with executive decision-making and the health of their new business pipeline. Let me explain why this is the case. Picking losers over winners Making good bid decisions is the quickest way to raise your company’s win rate. It is far quicker than hiring better people, improving poor proposal processes, or investing in capture and proposal technology. In fact, making better bid decisions brings about an immediate improvement in win rate and, as an added bonus, lowers your … Continue reading 7 questions to answer when making bid/no-bid decisions
TArticles tagged with: Bob Lohfeld
Are the new LPTA limits a sign DoD is trying to phase out LPTA?
In Depth with Francis Rose
Listen to Francis Rose and Bob Lohfeld on In Depth with Francis Rose. Bob says the new lowest price/technically acceptable (LPTA) limits may be a sign DoD is trying to phase out LPTA. Click to listen Frank Kendall, Undersecretary of Defense for Acquisition, Technology and Logistics, is setting limits for when to use LPTA procurement strategies. He says there are only four conditions when LPTA is appropriate to use. The requirements are well defined; The risk of unsuccessful contract performance is minimal; Price is a significant factor in the source selection; and There is neither value, need, nor willingness to pay for higher performance.
How the winners won SEWP V
Washington Technology Article
If you’ve been following NASA’s $20 billion Solutions Enterprise Wide Procurement (SEWP V), you might be interested in knowing how the bidders won their awards. Like many procurements, this government-wide contract started out as a highly competitive procurement that received over 200 proposals from companies competing to win a coveted award on this 10-year (5-year base plus one 5-year option) IDIQ contract. When awards were first announced, disgruntled bidders filed protests with the Government Accountability Office (GAO), and NASA voluntarily agreed to reevaluate the proposals. After reevaluation, the agency made 202 contract awards, and every bidder who submitted an acceptable proposal was given a contract award. With no bidders left to protest, SEWP V moved forward as the contract of choice for many government organizations. Here are the details of what happened, and you can draw your own conclusions about the surprise ending to the evaluation process. SEWP procurement description … Continue reading How the winners won SEWP V
Winning business in a changing GovCon market
“Amtower Off Center” host Mark Amtower interviews Bob Lohfeld and Lisa Pafe
Listen to “Amtower Off Center” host Mark Amtower’s interview with Lohfeld Consulting Group CEO Bob Lohfeld and Principal Consultant Lisa Pafe. Mark, Lisa, and Bob discuss: What has changed in the GovCon market and how companies need to adjust to win business Elements of a great proposal The power of differentiation in the proposal – and beyond The expansion of GWACs Getting a GWAC is step one – winning task orders is ongoing Click to listen to the broadcast replay.