What was big in 2014 and what will be big in 2015
Host Mark Amtower interviews Larry Allen, and Bob Lohfeld on the big issues from 2014 and what will be big in 2015 on “Amtower Off Center.” Topics include: 2014 as the year of the layfoff… Continue reading What was big in 2014 and what will be big in 2015
Q&A Part 2: The end of the incumbent empire
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 2: The end of the incumbent empire
Q&A Part 2: Secrets from government source selection evaluations
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 2: Secrets from government source selection evaluations
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: The end of the incumbent empire
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: The end of the incumbent empire
How capture and proposal innovations can make a difference
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 How capture and proposal innovations can make a difference
Q&A Part 1: 7 secrets from inside government source evaluations
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: 7 secrets from inside government source evaluations
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
How a Proposal Postmortem is like 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 How a Proposal Postmortem is like an Agile Retrospective