TArticles tagged with: incumbent

Q&A Part 1 from The end of the incumbent empire – 10 ways to unseat the incumbent

Lohfeld Business Winning Webinar Q&A

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. Rapid technological change, as well as fiscal constraints, mean that customers are more willing to consider alternatives. Still, winning a bid against an incumbent contractor is a challenge because best informed wins, and the incumbent is still the best informed. In this webinar, Lisa Pafe, CPP APMP and Lohfeld Consulting Group Principal Consultant, provides 10 proven best practices to create a competitive edge over the incumbent in today’s changing environment. Click to watch the webinar replay and download the presentation and research brief. (Look for Part 2 of The End of the Incumbent Empire: Remaining as Incumbent in the next couple of months.) Here is Part 1 of the questions we received during the webinar with answers from Lisa Pafe. … Continue reading Q&A Part 1 from The end of the incumbent empire – 10 ways to unseat the incumbent

Continue reading...

The end of the incumbent empire – 10 ways to unseat the incumbent

Lohfeld Business Winning Webinar

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. Rapid technological change, as well as fiscal constraints, mean that customers are more willing to consider alternatives. Still, winning a bid against an incumbent contractor is a challenge because best informed wins, and the incumbent is still the best informed. In this webinar, Lisa Pafe, CPP APMP and Lohfeld Consulting Group Principal Consultant, provides 10 proven best practices to create a competitive edge over the incumbent in today’s changing environment. Click to watch the webinar replay and download the presentation and research brief. (Look for Part 2 of The End of the Incumbent Empire: Remaining as Incumbent in the next couple of months.) Your speaker: Lisa Pafe, CPP APMP, Principal Consultant with Lohfeld Consulting Group Lisa Pafe brings 25 years’ … Continue reading The end of the incumbent empire – 10 ways to unseat the incumbent

Continue reading...

Working with project managers on recompetes: Risk aversion versus price (Part 1)

This week, Lisa Pafe provides insights into how incumbents should work with their project managers when preparing for recompete procurements. Incumbents often proceed with the re-compete capture and proposal process with only peripheral involvement from the project manager. I believe that this attitude is part of the general problem of incumbentitis – the false sense of security, complacency, and over-confidence that results in failing to take the capture/proposal process seriously and thus losing the recompete bid. In fact, recent industry statistics indicate that incumbents do lose approximately 50% their recompetes. In the current climate of budget constraints, the customer experiences even greater tension between their natural risk aversion and the real or perceived need for fresh perspectives. They must balance low risk versus low price. Only by working closely with the project manager in the capture stage can the capture manager gain an honest assessment of the customer relationship in … Continue reading Working with project managers on recompetes: Risk aversion versus price (Part 1)

Continue reading...