Articles tagged with : best value

NEW Lohfeld book released – 10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters

We’re excited to introduce our latest book to you—10 steps to creating high-scoring proposals: A modern perspective on proposal development and what really matters—now available on Amazon in paperback and Kindle formats. Here’s an overview of our new book. (You can find out more about our other five books here.) Introduction Beth Wingate, President Bob Lohfeld developed the 10 steps to creating high-scoring proposals presentation that he and I expanded into this book to share our modern perspective on proposal management and what matters within the proposal process with our customers. We’re using these 10 steps to help our customers concentrate on what’s really important in proposal development and on best practices that may have fallen to the wayside because of different priorities within their organizations. In this book, Bob will walk you through the source selection decision-making process and what the government evaluators and the final decision maker look...

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Will low-price contracting make us all losers?

We are seeing a procurement strategy shift for technical and professional services bids brought about by procurement officials using lowest price, technically acceptable (LPTA) evaluation criteria rather than the more traditional best-value tradeoff criteria. While there is certainly a place for the low-price strategy in federal procurements, it is definitely not suitable for procurements with complex services or uncertain performance risk. When the government applies the strategy to unsuitable procurements, both the government and the bidders lose. Here’s what happens and what you can do about it. When to use LPTA Evaluation Criteria LPTA is actually a form of best value. In traditional best value procurements, the government allows tradeoffs among non-cost factors such as technical approach, management plan, past performance, etc. and cost when determining best value to the government. These tradeoffs give the government the latitude to award a contract to other than the lowest priced offeror when...

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