News & Knowledge Center

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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Is DOD moving away from LPTA?

How long will it take to trickle down?

Industry has long objected to the use of lowest priced, technically acceptable (LPTA) procurement strategies for technical/professional services and complex solution procurements, and it now appears that DOD is moving away from this practice. Narrowing the use of LPTA Under Secretary of Defense for Acquisition, Technology and Logistics, Frank Kendall, issued a memorandum on March 4 to clear up confusion about when LPTA is appropriate as a source selection process. His memo states LPTA “has a clear, but limited place in the source selection best value continuum” and narrowly defines when LPTA is appropriate for DOD procurements. This memo signals a shift away from the LPTA source selection process. Download a copy of Kendall’s memo titled, “Appropriate Use of Lowest Priced, Technically Acceptable Source Selection Process and Contract Type.” According to Kendall, LPTA should only be used when procurements meet four specific conditions: The requirements are well defined; The risk...

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The end of the incumbent empire: Part 2 – 10 ways to retain your incumbency

Lohfeld Business Winning Webinar

In Part 1 of her webinar, Lisa Pafe identified 10 ways to unseat the incumbent. Now in Part 2, Lisa focuses on how to retain your incumbency in the highly competitive Federal Government market. While industry studies show that incumbents now have approximately the same win rate on rebids as non-incumbents, the fact remains that the best informed wins—and the incumbent is still the best informed. Learn how to leverage your incumbency from day one of contract award and protect your work from challengers. This webinar provides 10 proven best practices to keep your incumbency intact in today’s changing environment. Click to watch the Part 2 webinar replay and download the presentation and research brief. (Watch Part 1 of The End of the Incumbent Empire and download the presentation.) Your speaker: Lisa Pafe, CPP APMP, Principal Consultant with Lohfeld Consulting Group Lisa Pafe brings 25 years’ experience in management consulting, marketing,...

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Q&A Part 4 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 4 of the questions we received during the webinar with answers from Lisa Pafe....

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