Part 4: 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 Part 4: The end of the incumbent empire
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: The end of the incumbent empire
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: 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 3: The end of the incumbent empire
The benefits of understanding dissenting perspectives now
Julia Quigley shares thoughts on building credibility you can wield to resolve conflict, muscle through roadblocks, and challenge your teams to higher standards.
The single biggest communication problem – and how to fix it
You talked. They listened. Soon enough it becomes clear that you talked, and they did not hear you. As George Bernard Shaw said, “The single biggest problem in communication is the illusion that it has taken place.”
APMP releases new Body of Knowledge (BOK) – Lohfeld Consulting Group staff contributions
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
“To outsource or not to outsource, that is the question”
Should companies outsource their business development functions in the federal market?
Bob Lohfeld recently spoke to the WashingtonExec Federal Acquisition Council for Business Development Professionals…
Three strategies for growing in adjacent markets
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