Articles tagged with : government contractor

The end of the incumbent empire: Part 2 – 10 ways to retain your incumbency

Lohfeld Business Winning Webinar

In Part 1 of her webinar, Lisa Pafe identified 10 ways to unseat the incumbent. Now in Part 2, Lisa focuses on how to retain your incumbency in the highly competitive Federal Government market. While industry studies show that incumbents now have approximately the same win rate on rebids as non-incumbents, the fact remains that the best informed wins—and the incumbent is still the best informed. Learn how to leverage your incumbency from day one of contract award and protect your work from challengers. This webinar provides 10 proven best practices to keep your incumbency intact in today’s changing environment. Click to watch the Part 2 webinar replay and download the presentation and research brief. (Watch Part 1 of The End of the Incumbent Empire and download the presentation.) Your speaker: Lisa Pafe, CPP APMP, Principal Consultant with Lohfeld Consulting Group Lisa Pafe brings 25 years’ experience in management consulting, marketing,...

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Contracting 101: Start with Patience and Value

There are no real shortcuts to becoming a government contractor.

By Joyce Bosc Small businesses with big aspirations often look to government for sales opportunities, but the size of that government-sales undertaking can be overwhelming. Yes, smaller jobs may be sold to government through a simple purchase order, but true success in getting government business takes more. To become established as a trusted government contractor, your company must be prepared for a resource-intensive process that might take as long as two years. The commitment is big, but the successes can be even bigger. There are no real shortcuts to becoming a government contractor. However, an understanding of available government support services and tools can make navigating the process simpler and more efficient. An emerging type of service provider for aspiring contractors is the business development consultant. Often retired from government or from established contracting firms, many consultants offer proposal writing, training and capture management planning to anticipate government sales needs...

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