Inexperienced, marginally credible firms are finding LPTA procurements provide a unique opportunity to penetrate government market segments that they would otherwise have been unable to enter.

Wendy Frieman shares techniques to get your proposal team out of its complacent rut. First though – ascertain how much change the customer really wants!

The CEO of a mid-tier company asked me why many capture managers turn out to be ineffective and, in his case, could he have done something differently in the interview process to predict their effectiveness before hiring them.

This is a difficult question because most capture managers will interview well, but some will not live up to expectations once on the job. I thought I would share some insights about this situation in this article.

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.

How much time and energy to invest in understanding the subject is going to depend on how much lead-time you have and how much access you have to the SMEs who create all this complicated stuff.

“Amtower Off Center” host Mark Amtower interviews Bob Lohfeld, CEO of Lohfeld Consulting Group, on various aspects of the business development and capture process.

As budgets get tighter, you will need to hold onto the contracts you’ve already got. Bob Lohfeld, CEO of Lohfeld Consulting Group, joins In Depth with four strategies that can kill your company’s recompete bid.

There is a common thread among the capture strategy reviews I’ve done—incumbent contractors all too often focus on the wrong strategies.

The interview process does not seem to be a good predictor of who will be effective and who will be a good fit with our environment.

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.