TArticles tagged with: proposed solution

How to deal with contracting offices that don’t allow interaction with industry?

During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture and proposal management and discussed how these are changing the competitive landscape for companies looking to increase their win probabilities. Bob answered a number of questions for webinar participants during and after the webinar. This blog series presents those questions and Bob’s answers. Q: With respect to testing our proposed solutions with the customer to obtain feedback, how do you deal with contracting offices that do not allow interaction even well in advance of even a draft RFP? A: You want to validate your assumptions and test your solution with the customer before locking these down. If you are pre-RFP and the contracting officer won’t allow discussions, then that individual is doing you an injustice, and hopefully you can use … Continue reading How to deal with contracting offices that don’t allow interaction with industry?

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