Articles tagged with : government proposal

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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Is price reasonableness really unreasonable?

Washington Technology Article

With so many IT and professional services contracts being awarded to the lowest priced offeror, you have to wonder if the government is worried about awarding contracts to firms whose prices are unreasonably low. As it turns out, in many procurements the government does not look for unreasonably low prices, and in some instances, is prohibited from doing so. In these procurements, low price has no floor. The rules for examining price reasonableness and cost realism are complex and generally not well understood by capture and proposal professionals, so I thought I would point out some of the more interesting aspects of these rules about how low you can go... Download and read Bob's latest article. Email your comments to me at RLohfeld@LohfeldConsulting.com. By Bob Lohfeld This article was originally published December 15, 2014 in WashingtonTechnology.com.    

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Ask the Proposal Doctor – Sick of Debating

Dear Proposal Doctor, Our team is in a pitched battle over the proposal outline, and until we resolve it, this proposal is going nowhere. The government's Section M evaluation criteria (different from what is in Section L) are stated in paragraph form with no numbering or lists or bullets. The paragraphs read like a stream-of-consciousness novel with little form or organization. They are repetitive. Yet some on our team want to take each phrase and make that phrase a heading in the proposal. If we had unlimited page count, this might make sense, but we don't. Should we organize according to Section L instructions and try to weave in the key words from Section M whenever possible? The endless debate and churn is cutting into the valuable time available to write and develop compelling graphics. How can we achieve closure? Soon! -Sick of Debating Dear Sick, Your question is a good...

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Six tips for building your new business pipeline

Most companies really miss the mark when building their new business pipeline. Typically, the market research team dumps every conceivable deal they can find into the new business pipeline. One company that I reviewed even boasted that they had a new business pipeline with over 150 targets worth $8 billion. With a win probability of 5%, they thought they could bring in $400 million in new sales. Their new business pipeline was nothing more than a pipedream. Let’s get real and follow these 6 simple tips when building a new business pipeline. Stay close to your core business A fundamental truth in business development is that the better you understand the customer, the more likely you are to win. Always apply this principle when building your new business pipeline, and start by looking for new business opportunities with your current customers or with organizations that are close to your current customers....

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