TArticles tagged with: federal contracting

MULTI-PART SERIES: Influencing the Acquisition process and LPTA solicitations – Up close and personal, Part 5

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this fifth installment, Doug asks Jacob about influencing the Acquisition process and LPTA solicitations as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] Let’s turn to the Acquisition process. We are often asked about low price technically acceptable (LPTA) evaluations. I would say on a personal experience that they are less common perhaps than they used to be a few years ago, but they’re still being used. And in fact, they’re being used in some areas that could sort of surprise us, in IT, cybersecurity, things like that—sort of inherently innovative bidding areas. And yet we see LPTA being used. We would love … Continue reading MULTI-PART SERIES: Influencing the Acquisition process and LPTA solicitations – Up close and personal, Part 5

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MULTI-PART SERIES: How proposals are scored – Up close and personal, Part 4

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Recently, Lohfeld Principal Consultant and Capture expert Dr. Doug Himberger interviewed former GSA Contracts Director, Jacob Bertram. In this fourth installment, Doug and Jacob discuss how proposals are scored as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] Some of us have been writing proposals for years—decades in my case—and while I think we have gotten better at the process of writing a proposal, I think that we’re always trying to get smarter about how proposals are evaluated and scored, what makes us win or lose. We all hear the term, Best Value Tradeoff Evaluations. We hear it somehow correlates with a company’s strengths being important in a best value tradeoff. So, if that’s true, how do you present those strengths … Continue reading MULTI-PART SERIES: How proposals are scored – Up close and personal, Part 4

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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

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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

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