Replay & podcast | Ask the Govcon Experts | Bob Lohfeld & Bill Gormley answer your top BD, capture, and proposal-related questions

BD, capture, and proposal professionals face more challenges today than ever before:

• Increased competition for declining federal contract dollars
• Difficulties getting face time with government customers
• New DoD Source Selection Procedures that will affect how you compete to win negotiated procurements
• How to navigate OPM’s category management initiative
• GSA’s growing role in federal IT procurements
• Atrophied or overly complex BD, capture, and proposal processes—or no processes
• Pipelines filled with too many unqualified deals—or no pipeline at all
• “Have to bid more to win more” mind sets
• Lack of trained, agile “proposal factory” capabilities

Listen to Lohfeld Consulting Group and The Coalition for Government Procurement experts as they answer your top BD, capture, and proposal-related questions. Find out how to help your company work smarter and reinvent what you’re doing to remain competitive in today’s GovCon market.

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During the webinar, Bob referenced a number of articles to assist government contractors:

• 7 questions to answer when making bid/no-bid decisions (improve your win rates)
• Win rates double with seven quality measures – updated (Lohfeld seven quality measures)
• DoD revamps source selection process
• DoD releases new Source Selection Procedures

Our experts:

Bob Lohfeld, CEO and Founder, Lohfeld Consulting Group

Bob Lohfeld serves as CEO and general manager of Lohfeld Consulting Group. He has more than 30 years’ experience winning contracts in the government market and is recognized consistently for leadership in business development, capture management, and winning proposals development. He teaches Capture Management, and he writes the Capture Management column in Washington Technology.

Prior to forming Lohfeld Consulting Group, Bob served as Division President at Lockheed Martin, Vice President of Lockheed Martin Information Technology, Senior Vice President at OAO Corp., Systems Engineering Manager at Computer Sciences Corp. (CSC), and Program Manager at Fairchild Industries. He also taught at the graduate level at George Washington University School of Engineering Administration.

Bob has served on the Board of Directors for the Association of Proposal Management Professionals (APMP) and Association of Proposal Management Professional National Capital Area Chapter (APMP-NCA), as Chairman of the American Council on Technology Industry Advisory Council (ACT/IAC), Vice Chairman of the Technology Council of Maryland (TCM), and Board Member of the Armed Forces Communications and Electronics Association (AFCEA), Government Electronics and Information Association (GEIA), and Juvenile Diabetes Research Foundation (JDRF Capital Region). He is a three-time winner of Federal Computer Week’s Federal 100.

Bill Gormley, President and Managing Partner, The Gormley Group

Bill Gormley is a 40-year veteran of government procurement. He spent 28 years at the GSA in positions ranging from procurement agent to Senior Executive (SES) Assistant Commissioner for the Office of Acquisition. He was responsible for acquisition policy and all contracting operations, which included the Federal Supply Schedules Program. Bill’s extensive experience re-engineering the GSA Multiple Award Schedules Program earned him recognition by both government and industry. While serving as Assistant Commissioner for the Office of Acquisition at GSA, Bill received both the Presidential Rank Award for Meritorious Executives and the Vice President’s “Hammer Award” for changes to the Federal Supply Schedules Program. He was twice named to the Federal Computer Week Federal 100 awards—a prestigious group nominated by their peers for outstanding contributions to industry and government.

Bill left GSA to become President of the Washington Management Group (WMG). Shortly after joining WMG he purchased FedSources, a leading market intelligence firm for federal spending, and spent the next 11 years running both companies as President and CEO until both were acquired in 2011 by Deltek, Inc.

In addition to Bill’s role as President and Managing Partner of The Gormley Group, Bill serves as Chairman of The Coalition for Government Procurement and Vice Chair of the Procurement Roundtable. He is a lifetime member of the National Institute for Government Purchasing (NIGP). Bill has contributed to the publication of two books related to the GSA Schedules Program and is recognized for his GSA Schedules domain expertise.

Lohfeld Consulting

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