Articles tagged with : Bob Lohfeld

We must operate differently in 2014

GovLoop Insights DorobekINSIDER interview with Bob Lohfeld

A significantly greater proportion of large businesses indicated that 2013 revenue was essentially flat or had a moderate decline, while a significantly greater proportion of small businesses indicated a significant decline in revenue. With 75 percent of government contractors having flat or declining sales in 2013, it should come as no surprise that many companies are rethinking their go-to-market strategy and making changes in the way they compete. To get a handle on some of these changes, Market Connections and Lohfeld Consulting Group teamed up to conduct a poll of 220 government contractors. Chris Dorobek recently interviewed Bob Lohfeld to get more insights from our survey. Click to listen to Chris Dorobek's GovLoop Insights DorobekINSIDER interview with Bob Lohfeld. "We hope that companies will use this survey as a force function to say in 2014 we must operate differently. 2014 will be a better year but it is not going to be...

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New study: Sequestration and government shutdown negatively impacting majority of government contractors

PulsePoll™ from Market Connections, Inc. and Lohfeld Consulting Group shows government contractors re-architecting their businesses in response to changing government market

Chantilly, VA and Edgewater, MD —December 17, 2013—Nearly two-thirds of government contractors experienced moderate to significant revenue decline in 2013 as a result of sequestration and the government shutdown, according to a new PulsePoll™ of government contractors by Market Connections, Inc. and Lohfeld Consulting Group, Inc. The online PulsePoll™ of 220 government contractors gauged the impact of sequestration and the government shutdown on government contractors, and how companies are responding to a changing market. Nearly one-third (31 percent) of contractors said their revenue declined more than 10 percent in 2013 due to sequestration and the shutdown, and another 30 percent declared moderate revenue declines of up to 10 percent. Fifteen percent of respondents experienced moderate to significant growth, while 16 percent said revenue remained flat. Eight percent of contractors declined to comment about their revenue changes. A significantly greater proportion of large businesses indicated that 2013 revenue was essentially flat...

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How to balance your growth strategy

When I review new-business growth strategies for companies, one of the things I like to see is a balanced approach that consists of three main strategies—winning new business, growing your current business base, and if the company is large enough, acquiring other companies. As a first cut, I weight each of these strategies equally, so if the company uses all three, then each strategy is accountable for delivering a third of the company’s revenue growth. In this case, winning new business would be accountable for delivering a third of the company’s growth. There are important tactics within each of these strategies that need to be present for them to execute well. In this article, I’ll discuss some of the tactics that you should look for and how to build your own new-business growth strategy. Winning new business The government uses multiple procurement approaches to award contracts, and every government contractor...

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How crazy subcontractors can kill your bid

Have you ever had a subcontractor kill your bid? Surprisingly, it’s not all that infrequent that a subcontractor can do you in. Here are some of the situations we have seen this year from companies who have called us for help, generally after it is too late to fix the problem. Since many of these teaming nightmares could have been prevented with some good counseling earlier in the bidding process, I thought I would share some of these with you and also offer advice that you can use to keep these problems from happening to you. Subcontractor teaming restrictions A recent government solicitation stated that prime contractors were encouraged to team with multiple smaller businesses in order to fulfill the socioeconomic goals of the procurement. The request for proposals further stated that subcontractors shall be limited to teaming with only one prime contractor and cannot be a subcontractor on multiple...

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