20 BD habits to kill off in 2015

Instead of writing about all the things companies should do to be more successful in their business acquisition efforts, I thought I would lead off the year by writing about… Continue reading 20 BD habits to kill off in 2015

Q&A Part 1 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 1 from The end of the incumbent empire – 10 ways to unseat the incumbent

Capture and proposal innovations: the year that was and the year ahead

At the start of Fiscal Year 2014, many made bold predictions of a better year ahead. Post-sequestration, pundits also predicted that the pendulum would begin to swing away from Lowest… Continue reading Capture and proposal innovations: the year that was and the year ahead

Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Do you know how the government really evaluates proposals? Have you ever wondered what they look for when they read through each offer and what they like and dislike when… Continue reading Q&A Part 1 from 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Is price reasonableness really unreasonable?

Bob Lohfeld offers a warning and advice about how the government applies price reasonableness and cost realism rules, and how often a low price can just get lower.

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 The end of the incumbent empire – 10 ways to unseat the incumbent

An agile retrospective

Looking back at the past and into the future makes me think of the Proposal Postmortem. Performing a critical Lessons Learned review of what worked well and what can be… Continue reading An agile retrospective

Let’s stop bashing LPTA and find an alternative

If we are going to move away from LPTA bids, then we must offer an alternative that helps the government achieve lower acquisition costs, while not sacrificing performance in the process.

Should we have procurement reform or just improvement?

It seems like everyone has been jumping on the procurement reform bandwagon this year and has been saying that the government’s procurement system is broken. While reforming government procurement is… Continue reading Should we have procurement reform or just improvement?

Watch Bob Lohfeld, Brad Douglas, and Richard Nathan share proven proposal strategies

Watch Richard Nathan, CEO, AOC Key Solutions; Bob Lohfeld, CEO, Lohfeld Consulting; and Brad Douglas, COO, Shipley Associates share insights on winning in a budget-constrained market.