Articles tagged with : capture management

Discriminating your offer: 5 steps to competitive edge

As we look back on 2015 and ahead to the challenges of 2016, it is clear you must find ways to discriminate your bid from the competition. Discriminating your offer is especially difficult for service providers (vs. product providers) as the playing field is fairly level and more bidders are competing for less work. Market competition is a battleground, and your goal should be to win the war…or at least the must-win battles that comprise your target revenues. This edition of the APMP-NCA Executive Summary eZine focuses on discriminating yourself from the competition. In my experience, five steps are key to gaining competitive edge. Understand your industry. First things first! In order to discriminate your bid, you must know who your competitors are. Amazingly, many companies have cut their competitive intelligence capabilities due to budget constraints. Reserve enough B&P dollars to at least research your industry and lines of business...

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Here’s how to tune up your business for 2016

Washington Technology Article

We have been talking with lots of companies to understand what they are doing to win more business in 2016, and I thought I would share some of what we learned with you. Surprisingly, the results are pretty consistent. Many companies found that winning has gotten harder, especially since the government’s budget has been in a steady decline for the past 7 years. We all fully understand the notion that with fewer dollars to spread across government contractors, companies have to fight harder to win their share. Many companies realize that what they did to win in the good times just isn’t good enough today. To move ahead, companies have to work smarter and harder and reinvent what they are doing to remain competitive. It should come as no surprise that if a company isn’t continually improving how it competes for new business, then it is actually falling behind as...

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The road ahead for contractors in 2016

“Amtower Off Center” host Mark Amtower interviews Bob Lohfeld and Paul Murphy

"Amtower Off Center" host Mark Amtower interviews Bob Lohfeld, CEO of Lohfeld Consulting Group and Paul Murphy, Senior Data Analyst with Bloomberg Government on issues facing the contracting community in 2016. Click to listen. Topics include: Budgets for civilian and defense The ten-year GWAC cycle Category management Squeezing margins on professional services and more.  

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Q&A: Target the right IDIQs and GWACs (and win your share of task orders) [Webinar replay]

With the proliferation of multiple award vehicles such as GWACs and IDIQs, BD, capture, and proposal professionals face many complexities. OMB and OFPP seek to consolidate these vehicles, while agencies like GSA and HHS look for new procurement methods such as prime-only past performance, Agile procurement, and self-scoring. To add to the complexity, once companies win IDIQs they may never realize any significant revenue. In this webinar, Lisa Pafe discusses recent trends and how to target and win the right GWACs/IDIQs for your company. Lisa also reviews capture and proposal processes that help win task order proposals. Don’t waste your Bid & Proposal (B&P) dollars on empty contract vehicles! Learn how to identify the best multiple award vehicles for your company, win the GWAC/IDIQ, and then pursue and win task orders. Click to watch the webinar and download the presentation and referenced article Here are Lisa's answers to questions our...

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