Articles tagged with : capture strategies

LIVE ONLINE – Capture Management for Federal Contractors | October 18-20, 2022 (4 hours per day over 3 days)

Date: October 18-20, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED In this on-line, instructor-led class, you’ll learn how successful government contractors consistently win the programs they pursue. Capture management is the process used by government contractors to pursue and win new business. In this online three-module seminar, you’ll learn the 10-step capture management process developed by Lohfeld Consulting Group that covers the major capture management activities from identifying and qualifying new opportunities through developing a value proposition with discriminating strengths in time for RFP release. Additionally, this seminar shows you how to conduct capture reviews and manage the entire capture process to make informed bid/no-bid decisions. You will take away the capture management tools and techniques that your company can apply to make better decisions and increase your win probability. This interactive course includes discussions, group exercises using virtual break-out rooms, and a...

Continue reading...

LIVE ONLINE – Capture Management for Federal Contractors | July 26-28, 2022 (4 hours per day over 3 days)

Date: July 26-28, 2022 (3-day class) Time: 12:00-4:00 pm U.S. Eastern each day Location: ONLINE, LIVE, INSTRUCTOR-LED In this on-line, instructor-led class, you’ll learn how successful government contractors consistently win the programs they pursue. Capture management is the process used by government contractors to pursue and win new business. In this online three-module seminar, you’ll learn the 10-step capture management process developed by Lohfeld Consulting Group that covers the major capture management activities from identifying and qualifying new opportunities through developing a value proposition with discriminating strengths in time for RFP release. Additionally, this seminar shows you how to conduct capture reviews and manage the entire capture process to make informed bid/no-bid decisions. You will take away the capture management tools and techniques that your company can apply to make better decisions and increase your win probability. This interactive course includes discussions, group exercises using virtual break-out rooms, and a...

Continue reading...

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,...

Continue reading...