Articles tagged with : Bob Lohfeld

Why some companies embrace LPTA contracts

Lower barrier to entry means marginally credible firms have shot at winning procurements

Some companies are actively seeking lowest price, technically acceptable (LPTA) professional services bids—but they’re not the companies you’d think. You’d expect companies with deep experience in their fields that have honed their operating costs to the minimum and are operating at maximum efficiency to seek out LPTA bids where they could compete on price—but it is just the opposite. Inexperienced, marginally credible firms are finding LPTA procurements provide a unique opportunity to penetrate government market segments that they would otherwise have been unable to enter. Here’s how it works. LPTA lower the barrier to entry Under LPTA bids, the government awards contracts to offerors with minimally acceptable technical proposals rather than to offers with the best technical proposals as is normally done in best value trade-off procurements. In other words, the LPTA evaluation criteria provide no additional value to the market leader company over the market laggard company. To pass...

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Can you hire an effective capture manager?

Three tips for finding the right person

The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them. This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation in this article. The triple threat Capture managers are part business development (BD) manager, part project manager, and part proposal manager. In this hybrid role, they serve to prepare a company to compete for and win the larger, more-complex bids in the government market and are appointed when a company makes a decision to pursue a particular procurement. You should view capture managers as a triple threat—professionals who are skilled in the three areas of BD, project management,...

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Q&A with Bob Lohfeld and Joyce Bosc

By Joyce Bosc in FedBizBeat, February 5, 2013 Ask anyone in the federal contracting industry, and they’ll tell you Bob Lohfeld is the top consultant when it comes to helping companies with their capture and proposal management needs. We had a chance to catch up with him recently to talk about his column in Washington Technology, as well as his thoughts on LPTA and what’s planned for 2013. 1. Of the articles you wrote for Washington Technology last year, what 2012 topics received the most interesting comments? The most popular article that I wrote in 2012 was "100 words that can kill your proposal." Last time I looked, that article had been downloaded 30,000 times. The article I like the most was on taking proposals from good to great. It explained seven steps a company should take to improve proposal quality.  There is so much opportunity in the market to...

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