Is DOD moving away from LPTA?
DOD is moving away from the use of lowest price contracts. At least that’s the message from the top, but how long will it take to trickle down?
Improving the quality of proposal content with a writing model – Part 1
Proposal managers are frequently faced with the challenge of proposal resources who can’t write well. We are often assigned technical resources with a reputation for poor writing and new resources… Continue reading Improving the quality of proposal content with a writing model – Part 1
The end of the incumbent empire: Part 2 – 10 ways to retain your incumbency
Lisa Pafe provides 10 proven best practices to keep your incumbency intact in today’s changing Federal Government contracting environment.
Q&A Part 4 from The end of the incumbent empire – 10 ways to unseat the incumbent
Winning a bid against an incumbent contractor is a challenge because best informed wins, and the incumbent is still the best informed.
Q&A Part 4 from The end of the incumbent empire – 10 ways to unseat the incumbent
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 4 from The end of the incumbent empire – 10 ways to unseat the incumbent
20 ways to reduce B&P costs and win now
To find out why proposals cost too much, I asked our proposal consulting team to share their insights. Since this team works on the front lines of about 400 proposals per year, I was sure they could offer valuable insight into why costs are too high and what companies can do to reduce proposal costs without lowering win rates.
Here are some of the reasons we found that proposal costs are higher than they should be.
Q&A Part 3 from The end of the incumbent empire – 10 ways to unseat the incumbent
Lisa Pafe answers questions related to winning against incumbents in the federal marketplace.
20 ways to reduce B&P costs and still win
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
Q&A Part 3 from The end of the incumbent empire – 10 ways to unseat the incumbent
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 from The end of the incumbent empire – 10 ways to unseat the incumbent
The benefits of understanding dissenting perspectives
Julia Quigley shares thoughts on building credibility you can wield to resolve conflict, muscle through roadblocks, and challenge your teams to higher standards.