Insights / News

There are two proven axioms in Federal Government business development (BD) and capture: “You probably don’t know what you don’t know,” and “If you don’t already know who’s the ‘pigeon’ around the poker table, it’s mostly likely YOU!”

Surprisingly, many companies don’t know what they don’t know when it comes to market strategy and Go-to-Market planning, and they make the same mistakes over and over. In this webinar, we discuss the top 10 mistakes and how you can avoid them.

Lohfeld Consulting Group’s 7 quality measures more than double proposal win rates and help government contractors compete more effectively.

Doing more with less does not mean longer hours for less pay, but rather leverages continuous process improvement, teamwork, creativity, and ongoing training to result in long-term savings. Lisa and Brenda share best practices for cost savings.

I was asked to review a major best-value bid for a firm that was notified they had lost and wanted to protest. Emotions were running high, and they were making… Continue reading How to know what makes your bid a winner or a loser

Peter F. Drucker (1909–2005), the world-renowned management visionary and guru, was fond of saying, “Because its purpose is to create a customer, the business has two—and only two—functions: Marketing and… Continue reading Marketing: the engine and fuel that drives successful companies

A significantly greater proportion of large businesses indicated that 2013 revenue was essentially flat or had a moderate decline, while a significantly greater proportion of small businesses indicated a significant… Continue reading How to navigate a significant decline in revenue

Chris Dorobek recently interviewed Bob Lohfeld to get more insights from our poll of government contractors’ 2013 results and 2014 competitive strategy changes.

procurement By Eric Gregory, Senior Vice President of Consulting at Shipley Associates and Bob Lohfeld, Founder and CEO of Lohfeld Consulting Group Witness the latest debacle in IT procurement: Healthcare.gov.… Continue reading Can we really improve information technology procurement? Absolutely.

With three out of every four government contractors having flat or declining sales in 2013, it should come as no surprise that many companies are rethinking their go-to-market strategy and… Continue reading How government contractors can reshape growth strategies in 2014

December 4 was a great milestone in APMP-NCA history—our chapter kicked off a new mentorship program to pair experienced capture and proposal professionals with less-experienced protégés. Lohfeld Consulting Group Principal… Continue reading APMP NCA mentorship program – a chance to pay it forward