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Incumbents and the risk of the lost recompete

Washington Technology’s Nick Wakeman attended the recent Association of Proposal Management Professionals, National Capital Area (APMP-NCA) Chapter panel discussion on How to win your next recompete.

The panel featured Kristin Dufrene, vice president of proposal development for Engility Corp., Bob Lohfeld of Lohfeld Consulting Group and a Washington Technology columnist, and Nigel Thacker, a U.K.-based consultant who specializes in helping companies win recompetes.

Mark Amtower, government marketing consultant, author, speaker, Washington Technology columnist, and LinkedIn expert, moderated the panel discussion.

Mark started the discussion with the question that probably causes the most consternation for senior management, “Why do incumbents lose?”

Click to read Nick’s full article in Washington Technology.

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Did you know that contracting officers spend up to 20% of their time mitigating disputes between teaming partners? In an informal poll we conducted on LinkedIn last month, 40% of respondents classified their teaming partners as “frenemies” on their last bid.

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