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

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

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 7 secrets from inside government source evaluations and how you can use them to create winning proposals

Thirty minutes is all the time you need to redirect the writing of a mediocre proposal and put it on a clear path to victory. In this article, I’ll explain… Continue reading Take your proposal from good to great in 30 minutes

Everyone seems to want better communication between government and industry during the procurement process, and yet when we ask how well government and industry communicate, the answer is always the… Continue reading How and when to talk to your customer

Washington Technology’s Nick Wakeman attended the recent Association of Proposal Management Professionals, National Capital Area (APMP-NCA) Chapter panel discussion on How to win your next recompete. The panel featured Kristin Dufrene,… Continue reading Incumbents and the risk of the lost recompete

The typical company spends on average 10% of their revenue target on Bids and Proposals (B&P). Risks that increase the B&P budget include poor bid decisions, an immature solution, insufficient… Continue reading Doing more with less – and winning more!

During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture… Continue reading How is the capture process applied in LPTA competitions?

During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture… Continue reading Have capture steps and process, but lack analytics?

During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture… Continue reading How to compete in an LPTA environment?