Articles tagged with : interview

Survival guide | You lost. Now what?

Two industry veterans share what companies should try to learn at the debriefing after losing a contract bid.

Interview with Bob Lohfeld and Steve Carrier Our experts are Steve Carrier, former vice president of business development and strategic planning at Northrop Grumman Information Technology, and Bob Lohfeld, president of Lohfeld Consulting Group and former vice president at Lockheed Martin Information Technology and senior vice president of OAO Corp. CARRIER: Find out as much about the pricing information as they will give you. It is very important to know where you were compared to the winner on price. Next, how did your technical solution stack up against the competitors? Finally, what are the three or four things that caused you to not be selected? Get as many specifics as possible. Also, after the protest period is over and you are not protesting  go back to the customer and potential members of the source selection board and try to find out the real reason you lost. After the protest period...

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