Articles tagged with : Bob Lohfeld

4 strategies that can kill your recompete

Love is not an evaluation criterion in federal procurements

I regularly get calls to review capture strategies for companies competing on “must win” procurements. I have done an equal number of these reviews for companies during the time when they were in their capture phase (before the final request for proposals is released), during their proposal development phase when everyone was working hard to write the winning proposal, and, regrettably, after the company had submitted its proposal and been told that they had lost their “must win” deal. Often these procurements are for contract recompetes, where the company is the incumbent contractor performing the work. There is a common thread among all of these reviews—incumbent contractors all too often focus on the wrong strategies. I thought I would share some of these losing strategies with you in the hope that you don’t take your next “must win” recompete down the same losing path. 1. They love us Every incumbent contractor,...

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5 questions to derail an LPTA procurement

What you ask might guide an agency away from a low-price contract

Recently, while teaching a capture management class, a capture manager asked me what he could do when the contracting officer for a pending IT services bid said he wanted to use lowest price technically acceptable (LPTA) evaluation criteria versus the traditional best-value tradeoff approach. The capture manager and the government program manager wanted to avoid a price shootout, but the contracting shop wouldn’t agree. When confronted with this situation, here are five questions a capture manager should answer to help the technical client steer clear of LPTA requirements. 1. Does the use of LPTA violate government guidance? Does your client know that the Defense Department (DOD) has a policy statement providing guidance on when to use LPTA evaluation criteria instead of the best-value approach that trades off cost and non-cost factors? Appendix A of the DOD’s Source Selection Procedure (3/4/11) contains the policy and states that, “LPTA may be used...

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