TArticles tagged with: Bob Lohfeld

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? →

Can you hire an effective capture manager?

Three tips for finding the right person

The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them. This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation in this article. The triple threat Capture managers are part business development (BD) manager, part project manager, and part proposal manager. In this hybrid role, they serve to prepare a company to compete for and win the larger, more-complex bids in the government market and are appointed when a company makes a decision to pursue a particular procurement. You should view capture managers as a triple threat—professionals who are skilled in the three areas of BD, project management, … Continue reading Can you hire an effective capture manager? →

Business development and capture management – Bob Lohfeld interview with Mark Amtower

“Amtower Off Center“ host Mark Amtower interviews Bob Lohfeld, CEO of Lohfeld Consulting Group, on various aspects of the business development and capture process. Topics discussed include: Current GovCon market climate 7 characteristics of winning proposals Capture/proposal analytics Resources and education for proposal professionals Listen to the interview.

4 strategies that can kill your recompete – Bob Lohfeld Federal News Radio interview

As budgets get tighter, you will need to hold on to the contracts you’ve already got. Bob Lohfeld, CEO of Lohfeld Consulting Group, joins Francis Rose In Depth on FederalNewsRadio.com with four strategies that can kill your company’s recompete bid. Listen to the interview.