Government Matters (ABC7 and NewsChannel 8) host Francis Rose and Bob Lohfeld discuss Bob’s new book, 10 Steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters, and how government contractors can apply these principles to grow their businesses. — — In this book, we share our modern perspective on proposal management and what matters within the proposal process. We’re using these insights to help our customers concentrate on what’s truly important in proposal development and on best practices that may have fallen to the wayside in their companies. Available on Amazon.com (paperback and Kindle) – click to order We examine the Federal Government source selection decision-making process and what the government evaluators and the final decision maker look for as they review your proposals. We discuss our strength-based solutioning process and the difference between features and benefits—and how to really make your proposal stand … Continue reading Government Matters | Francis Rose and Bob Lohfeld discuss 10 Steps to creating high-scoring proposals
The National Defense Authorization Act (NDAA) this year includes some big reforms for acquisition at the Defense Department. It’s the latest attempt to improve how the government gets the things it needs. Bob Lohfeld wrote about the challenging search for good procurement practices. He wrote that he sees little evidence of convergence on the best acquisition practices. In Depth with Francis Rose asked him if he sees a convergence of the worst acquisition practices instead. Click to listen
The government typically spends around a third of its budget in the last quarter of the fiscal year. Time is running out for companies to get a piece of that business. Bob Lohfeld tells In Depth with Francis Rose he’s got a five-step plan to help you get your share. Click to listen
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.