Articles tagged with : Washington Technology

Q&A with Bob Lohfeld and Joyce Bosc

By Joyce Bosc in FedBizBeat, February 5, 2013 Ask anyone in the federal contracting industry, and they’ll tell you Bob Lohfeld is the top consultant when it comes to helping companies with their capture and proposal management needs. We had a chance to catch up with him recently to talk about his column in Washington Technology, as well as his thoughts on LPTA and what’s planned for 2013. 1. Of the articles you wrote for Washington Technology last year, what 2012 topics received the most interesting comments? The most popular article that I wrote in 2012 was "100 words that can kill your proposal." Last time I looked, that article had been downloaded 30,000 times. The article I like the most was on taking proposals from good to great. It explained seven steps a company should take to improve proposal quality.  There is so much opportunity in the market to...

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5 questions to derail an LPTA procurement

What you ask might guide an agency away from a low-price contract

Recently, while teaching a capture management class, a capture manager asked me what he could do when the contracting officer for a pending IT services bid said he wanted to use lowest price technically acceptable (LPTA) evaluation criteria versus the traditional best-value tradeoff approach. The capture manager and the government program manager wanted to avoid a price shootout, but the contracting shop wouldn’t agree. When confronted with this situation, here are five questions a capture manager should answer to help the technical client steer clear of LPTA requirements. 1. Does the use of LPTA violate government guidance? Does your client know that the Defense Department (DOD) has a policy statement providing guidance on when to use LPTA evaluation criteria instead of the best-value approach that trades off cost and non-cost factors? Appendix A of the DOD’s Source Selection Procedure (3/4/11) contains the policy and states that, “LPTA may be used...

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