Click here to listen to Mark’s interview On May 7, 2018 Amtower Off Center host Mark Amtower talked with Stan Soloway (President and CEO of Celero Strategies) and Bob Lohfeld (CEO, Lohfeld Consulting) on several issues impacting government contracting. Topics include: the procurement climate under the Trump administration the impact of the new environment on all contractors (large, mid and small) which contracts are more active for services, including the GWACs and IDIQs (Alliant, OASIS, CIO-SP3, Seaport-e and NG) the headline-making OTAs non-traditional and alternative contracting DoDs JEDI the “commercial portal” legislation and the potential impact Hosted by nationally-known speaker and consultant Mark Amtower, Amtower Off-Center highlights the good, the bad, the ugly and the just plain silly of doing business in the government market. Every week experts join Mark for a lively discussion of current issues facing the government contractor community. Stan Soloway is President & CEO of Celero … Continue reading The procurement environment in 2018 | Amtower Off Center
Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when scoring proposals? Not knowing this makes submitting a proposal to the U.S. Government like firing a shot across their bow. What happens on the “other side” is a mystery to most contractors, and debriefs often don’t tell the whole story. Or, even half the story! This is because those who prepare proposals and those who evaluate them have vastly different perspectives. In this webinar, we release the results of our 3-year research project on how the government evaluates proposals and what capture and proposal managers need to know in order to create better, higher-scoring proposals and win more highly competitive bids. Watch the webinar replay to hear Wendy Frieman, Lohfeld Principal Consultant, provide lessons from the “other side of the … Continue reading Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals
A significantly greater proportion of large businesses indicated that 2013 revenue was essentially flat or had a moderate decline, while a significantly greater proportion of small businesses indicated a significant decline in revenue. With 75 percent of government contractors having flat or declining sales in 2013, it should come as no surprise that many companies are rethinking their go-to-market strategy and making changes in the way they compete. To get a handle on some of these changes, Market Connections and Lohfeld Consulting Group teamed up to conduct a poll of 220 government contractors. Chris Dorobek recently interviewed Bob Lohfeld to get more insights from our survey. Click to listen to Chris Dorobek’s GovLoop Insights DorobekINSIDER interview with Bob Lohfeld. “We hope that companies will use this survey as a force function to say in 2014 we must operate differently. 2014 will be a better year but it is not going to be … Continue reading We must operate differently in 2014 – Listen to Bob Lohfeld's DorobekINSIDER interview
Before this year fades from memory, I thought it would be instructive to take a look back at 2013 and examine how well, or not well, government contractors did in terms of revenue growth. You will recall that this past year, companies had to endure almost all the downside trauma that government can throw at them—budget delays, budget cuts, sequestration, a shutdown, and non-stop uncertainty. All of these actions caused procurements to slip to the right, and in some instances, be cancelled. Because of this turmoil, only 15 percent of government contractors made it through the year with an uptick in sales, and the rest found their sales flat or declining rapidly. To get a handle on the details, we joined with Market Connections, a market research firm, and jointly polled 220 government contractors to learn how their sales turned out in calendar year 2013. We asked respondents to tell … Continue reading How well did government contractors do in 2013?