Companies have varying policies about how much they involve staff members in recompetes and when they do so. Some maintain an utter cone of silence except for the participation of the Project Manager. These companies usually don’t involve their staff because, they do not want to: Disrupt ongoing operations Alarm their staff and promote their risk of flight before they receive a new contract award Alert their staff to any staffing or pricing changes they are making such as the replacement of senior staff with more junior staff or a decrease in staffing levels However, this plan does not usually work, because if the company does not inform their staff about the recompete stage, a competitor will likely do so, or they will hear it through the office grapevine. Therefore, it’s better to inform your staff well in advance of any recompete for several reasons. For example, your staff can … Continue reading How Much or How Little to Tell Staff About a Recompete
Last year when I wrote that federal contractors should prepare for the challenges of 2020 with training, I didn’t envision the types of challenges we have faced this year and will continue to face in 2021. However, I did get it right when I quoted Harvard Business Review that “The future of learning is three ‘justs’: just enough, just-in-time, and just-for-me. It means that training is going to have to be just as agile as the workforce—where speed, flexibility, and innovation are key.” Lohfeld Consulting Group’s training program continues to reflect the three “justs.” As we enter 2021 with some light at the end of the pandemic tunnel, training is more important than ever. Just enough: When we reinvented our in-person training to convert it to on-line virtual content, we recognized that an all-day 8-hour class was not going to work. Students best receive and absorb on-line content in smaller chunks. We converted … Continue reading On-line training for 2021’s unique challenges
Federal Government evaluators do not read your proposal; they score it. Observed features with proven benefits that have merit beyond mere acceptability are scored as Strengths. The bidder with the best and possibly the most Strengths wins in a best value trade-off. Yet, when we conduct internal color team reviews, we tend to gather comments (many comments!) rather than scoring and rating the proposal. We try to resolve conflicts on comments rather than trying to improve Strengths and mitigate Weaknesses, Deficiencies and Risks from the customer perspective. I have written extensively on how to improve color team reviews using Lohfeld Consulting Group’s seven quality measures and Mock Source Selection Evaluation Board reviews using Government scoresheets. These are excellent ways to use our Subject Matter Experts to cost effectively score the proposal and give you honest feedback in the manner of a Government debrief. Another cost-effective strategy is training. Our Strength-Based Proposal … Continue reading Transform Color Team Reviews with Training
Hindsight is 2020. You don’t want to look back at 2020 and regret missed opportunities. The new year brings a lot of uncertainties – but one thing IS certain. To win, you need to differentiate your company and your offers from the competition. Training is key! The new fiscal and calendar year bring budget uncertainties, flat budgets due to cost cutting initiatives combined with modernization and emerging technologies, and perhaps even threat of recession. Opportunities to win new business and retain existing contracts may shrink due to these trends as well as category management and Smart Buying initiatives. Staying viable requires a carefully crafted discriminating value proposition in a crowded marketplace. To remain relevant in 2020 and beyond, prepare yourself and your employees. Harvard Business Review recently stated that “The future of learning is three ‘justs’: just enough, just-in-time, and just-for-me. It means that training is going to have to … Continue reading Prepare for 2020 with Training!