Bob Lohfeld, Lisa Pafe, andBeth Wingate discuss the keys to capture management – including market strategies, pipeline development, and proposal preparation – with Roger Waldron on Federal News Radio’s “Off the… Continue reading The keys to capture management

Believe it or not, there are only two and half months, or about 50 shopping days, left in the 2015 final quarter. That means suppliers are gearing up to sell,… Continue reading How to Maximize the FY2015 final quarter with Tom Temin and Bob Lohfeld

Listen to Francis Rose and Bob Lohfeld on In Depth with Francis Rose. Bob says the new lowest price/technically acceptable (LPTA) limits may be a sign DoD is trying to phase out… Continue reading Are the new LPTA limits a sign DoD is trying to phase out LPTA?

Listen to “Amtower Off Center” host Mark Amtower’s interview with Lohfeld Consulting Group CEO Bob Lohfeld and Principal Consultant Lisa Pafe. Mark, Lisa, and Bob discuss: What has changed in the… Continue reading How to win business in a changing GovCon market

In the past several years, incumbents have lost their advantage in the Federal Government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids… Continue reading Part 4: The end of the incumbent empire

Many companies have experienced flat or declining sales in the prior year and, consequently, are dealing with reduced bid and proposal (B&P) budgets this year. This begs the question, can… Continue reading 20 ways to reduce B&P costs and still win

In the past several years, incumbents have lost their advantage in the Federal Government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids… Continue reading Q&A Part 3: The end of the incumbent empire

APMP International just released its new APMP Body of Knowledge (BOK) to its members. Per APMP: [The APMP BOK gives] you instant access to the most comprehensive, diverse representation of… Continue reading APMP releases new Body of Knowledge (BOK) – Lohfeld Consulting Group staff contributions

Normally, the easiest way for government contractors to find new revenue is to prospect in adjacent markets, and the closer these markets are to your existing business base, the more… Continue reading Three strategies for growing in adjacent markets

Productivity is getting maximum results for time and effort expended. For business development, capture, and proposal professionals, maximum results provide a greater number of qualified bids and/or bid-related activities, increased… Continue reading 5 strategies to get your team performing…and winning