TArticles tagged with: incumbent

APMP Canada – Maple Leaf Chapter webinar – Part 2: Ten ways to retain your incumbency

Tuesday, February 20, 2018     12:00 pm-1:00 pm Eastern Registration link: https://attendee.gotowebinar.com/register/6876710044619705603 Best informed wins. Traditional wisdom tells us that, therefore, the incumbent should win unless they are performing poorly. Yet, despite being seemingly best informed, in recent years incumbents have had approximately the same win rate on rebids as non-incumbents. This two-part webinar will examine how to win from two perspectives. In Part 1, we will focus on proven capture and proposal strategies that challengers can use to defeat incumbent contractors. In Part 2, we will examine how incumbents can best defend their position and retain rebid work beginning on day one of contract award with effective capture and proposal approaches. Come ready with your questions and learn how to best navigate the changing marketplace. MEET YOUR PRESENTER: Lisa Pafe, Vice President at Lohfeld Consulting Group, CPP APMP Fellow and PMP, has 25+ years’ capture and proposal experience. She is … Continue reading APMP Canada – Maple Leaf Chapter webinar – Part 2: Ten ways to retain your incumbency

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APMP Canada – Maple Leaf Chapter webinar – Part 1: Ten ways to unseat the incumbent

Tuesday, November 21, 2017        12:00pm-1:00pm Eastern Registration link: https://attendee.gotowebinar.com/register/1307231750653933570 Best informed wins. Traditional wisdom tells us that, therefore, the incumbent should win unless they are performing poorly. Yet, despite being seemingly best informed, in recent years incumbents have had approximately the same win rate on rebids as non-incumbents. This two-part webinar will examine how to win from two perspectives. In Part 1, we will focus on proven capture and proposal strategies that challengers can use to defeat incumbent contractors. In Part 2, we will examine how incumbents can best defend their position and retain rebid work beginning on day one of contract award with effective capture and proposal approaches. Come ready with your questions and learn how to best navigate the changing marketplace. MEET YOUR PRESENTER: Lisa Pafe, Vice President at Lohfeld Consulting Group, CPP APMP Fellow and PMP, has 25+ years’ capture and proposal experience. She is President of … Continue reading APMP Canada – Maple Leaf Chapter webinar – Part 1: Ten ways to unseat the incumbent

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Opportunity Alert: DARPA TASS

A five-year $850 million Technical and Analytical Support Services IDIQ

Now is the time to engage with Defense Advanced Research Projects Agency (DARPA) on the five-year $850 million Technical and Analytical Support Services (TASS) multiple award, full and open IDIQ opportunity. DARPA released the draft RFP October 23, and is seeking questions and comments by November 13. Requests to meet one-on-one with DARPA are due November 6, and meetings will occur on November 21. DARPA plans to award up to seven contracts. The scope of work includes technical, financial, administrative, acquisition, and business services DARPA-wide While listed as a new requirement on Deltek GovWin (Opportunity ID 161716), an existing similar scope Systems Engineering and Technical Assistance (SETA) IDIQ has six incumbents with total obligations of close to $300 million according to Bloomberg Government. These include in order of obligations: Booz Allen Hamilton, Strategic Analysis, Inc., System Planning Corp., Information Systems Worldwide, ManTech International, and CENTRA Technology. When DARPA released a … Continue reading Opportunity Alert: DARPA TASS

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The Decline of the Incumbent Empire – Lisa Pafe

2015 APMP Bid & Proposal Con Presentation

Once upon a time, every company wanted to team with the incumbent. However, in the past several years, incumbents have lost their advantage in the Federal government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids as non-incumbents. Recent incumbent losses go hand-in-hand with the rise of Low Price Technically Acceptable (LPTA) procurements and the tendency of Source Selection Authorities to select low price bids even in Best Value procurements. During her presentation at the 2015 APMP Bid & Proposal Con, Lisa Pafe examined how to respond from two perspectives. First, she focused on ways incumbents can best defend their position and retain rebid work. Second, Lisa examined how non-incumbents can take advantage of current Federal market trends in order to defeat incumbent contractors. Click to download Lisa’s 2015 APMP Bid & Proposal Con presentation. Connect with Lisa on LinkedIn

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