TArticles tagged with: Bob Lohfeld

NEW Lohfeld book released – 10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters

We’re excited to introduce our latest book to you—10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters—now available on Amazon in paperback and Kindle formats. Here’s an overview of our new book. (You can find out more about our other five books here.) Introduction Beth Wingate, President Bob Lohfeld developed the 10 steps to creating high-scoring proposals presentation that he and I expanded into this book to share our modern perspective on proposal management and what matters within the proposal process with our customers. We’re using these 10 steps to help our customers concentrate on what’s really important in proposal development and on best practices that may have fallen to the wayside because of different priorities within their organizations. In this book, Bob will walk you through the source selection decision-making process and what the government evaluators and the final decision maker look … Continue reading NEW Lohfeld book released – 10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters →

Q&A Part 3 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline

Lohfeld Business Winning Webinars [webinar replay]

We received a lot of audience questions during our recent Top 20 bids for 2017 webinar. Here is part 3 of our Q&A. Question: With more and more work going to task orders that have less visibility, how can you find out more about what task orders to bid? Brenda Crist’s Answer: That’s a great question, and it’s really tough too because I use most all of the government research services and it’s sometimes hard to find out, although GovWin does provide some of the old RFPs. So, if you don’t have that service, go to the contracting officer and go through your old emails. You have to find that old RFP. Then you can start doing your traditional capture on it. That is definitely hard. Question: Everyone is going after these high-profile bids. How can we make our proposals stand out? Lisa Pafe’s Answer: What we recommend to … Continue reading Q&A Part 3 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline →

Q&A Part 2 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline

Lohfeld Business Winning Webinars [webinar replay]

We received a lot of audience questions during our recent Top 20 bids for 2017 webinar. Here is part 2 of our Q&A. Question: What is the state of mergers and acquisitions and what does this mean for the competitive environment? Bob Lohfeld’s Answer: Companies go through this merger and acquisition ritual basically for two purposes. One is to realign their business strategy, and the other is to buy backlog. I think over the last several years we’ve really seen a significant realignment in the market based on strategy. The first one to do it was SAIC splitting off part of their business for organizational conflict of interest reasons. The neatest deal this year I thought was Lockheed Martin’s deal to spin off IS&GS. Everybody says it was because Lockheed Martin wanted to get out of the low-price business, but my take on it was they really wanted to buy … Continue reading Q&A Part 2 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline →

Q&A Part 1 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline

Lohfeld Business Winning Webinars [webinar replay]

We received a lot of audience questions during our recent Top 20 bids for 2017 webinar. Here is part 1 of our Q&A. Question: Although a number of government procurement leads are stating their acquisition strategy will be based on “best value,” they list both LPTA and technology/price trade-off as viable decision tools. When technical proposal evaluators are not able to “significantly” differentiate offers, contracting officers almost always default to LPTA. So, when do you think real best value awards will be “here to stay”? Bob Lohfeld’s Answer: In my opinion, best value tradeoff procurements need two things to occur before they will be “here to stay”. First, we have to have a rising federal budget. In times of sequestration and budget reductions, agencies simply don’t have enough money to buy what they need and instead default to buying what is cheap. Second, agencies have to realize that buying on … Continue reading Q&A Part 1 | Top 20 bids for 2017—and the market trends that will affect how you build your pipeline →