TArticles tagged with: Jacob Bertram

MULTI-PART SERIES: The Competitive Range – Up close and personal, Part 6

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 final installment, Doug asks Jacob about focusing on the competitive range as part of developing a strategy for winning business at an agency. For the previous installment, click here. [Doug] The bundle contracts are getting bigger, and the task orders within them also are getting bigger. There are higher-value targets coming up now. What should industry in general, whether it’s large or even small businesses, focus on so that they stay in the competitive range, in terms of cost, and perhaps other things as well? [Jacob] While I was at GSA, one of the things we studied was the competition rates on managed vehicles like GSA schedules and GWACs and then also … Continue reading MULTI-PART SERIES: The Competitive Range – Up close and personal, Part 6

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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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MULTI-PART SERIES: Meeting with Acquisition officials – Up close and personal, Part 1

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. Lohfeld Principal Consultant and capture expert Dr. Doug Himberger interviewed Jacob Bertram, former GSA Contracts Director. In this first installment, Doug and Jacob discuss building customer relationships as part of developing a strategy for winning business at an agency. [Doug] Thank you to Jacob Bertram for joining me. For our readers, Jacob is a former government contracts director and acquisition professional now with industry. When he was with the government, he supported DOE, DCMA, DCAA, and GSA. We have some questions that we’ve been dying to ask the government, and we’re really looking forward to hearing how Jacob reflects on them. [Jacob] Thank you, Doug. [Doug] Our first overall topic is developing customer relationships. My first question has to do with the way industry interacts with customers in general. Doesn’t the … Continue reading MULTI-PART SERIES: Meeting with Acquisition officials – Up close and personal, Part 1

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