Opinion
Contractors reshape growth strategies for 2014
Companies struggled to find growth in 2013, but many laid the foundation for a more successful 2014 and beyond. Industry expert Bob Lohfeld reviews critical changes many are making to move forward in today's market.
Opinion
How to balance your growth strategy
Capture management expert Bob Lohfeld explains how a balance of winning new business, building your base and acquisitions is the best approach to crafting a successful growth strategy.
Opinion
How crazy subcontractors can kill your bid
Proposal expert Bob Lohfeld shares some war stories about subcontractors who torpedoed proposals, and what actions you should take to avoid the same fate.
Opinion
2013: The RFP rally that didn't happen
The first half of fiscal 2013 started with delays and uncertainty that slowed the release of new solicitations. The hoped for comeback for RFPs in the second half of the year never materialized. Bob Lohfeld explains why.
Opinion
2014 realities force companies to change tactics
Government contractors face a 2014 that will be marked by budget delays, cuts and fewer procurements. The result will be stiffer competition. Companies that stick to old ways of doing business will give way to smarter, more agile competitors, writes business development expert Bob Lohfeld.
Opinion
5 steps to winning proposals
Your technical team plays a critical role in developing a winning proposal. Here are five steps you need to master to make sure your proposals have the best chance of success.
Opinion
Where have all the RFPs gone?
In this exclusive Washington Technology Insider analysis, Bob Lohfeld tracks the flow of RFPs so far in 2013 and the picture isn't pretty. The number of solicitations has taken a nose dive. Is there any hope of a recovery?
Opinion
Is the government starting to hate LPTA too?
Signs are emerging that government evaluators are starting to fell hamstrung by lowest price, technically acceptable contracting because it limits their judgement. Bob Lohfeld reviews two recent examples.
Opinion
Can you afford to chase premium price? Maybe.
In this era of lowest price contracting, a price premium might seem to be a pipe dream but Robert Lohfeld's analysis shows that if the opportunity presents itself, it can be well-worth the pursuit.
Opinion
Why some companies embrace LPTA contracts
Lowest price, technically acceptable procurements are an opportunity for inexperienced, marginally credible firms to win business and gain a foothold in the government market.
Opinion
Can you hire an effective capture manager?
Bob Lohfeld offers his best tips for finding the right person to be your company's next capture manager.
Opinion
4 strategies that can kill your recompete
Proposal guru Bob Lohfeld shares the four most common strategic mistakes incumbments make when pursuing a recompete. Do you know what to avoid?
Opinion
5 questions to derail an LPTA procurement
Bob Lohfeld offers five questions to ask that might help you steer an agency away from a lowest price, technically acceptable contract.
Opinion
Today's market demands benchmarking proposals. Here's how.
Bob Lohfeld offers advice on how to benchmark your proposals and increase your win-rates.
Opinion
7 steps from good to great proposals
Proposal expert Bob Lohfeld offers seven tips to make your proposals better. Hint: It's not about you; it's about the customer.
Opinion
Do's and don'ts of lowering your proposal costs
Today's market is pressuring companies to lower costs. Here's what you can gain and lose by reducing your spend on proposals.
4 keys to better capture analytics
Bob Lohfeld offers the four critical areas for analyzing the success of your contract pursuit decisions. Do you know how to measure your wins and losses?
100 words that kill your proposal
Capture management expert Bob Lohfeld gives a tutorial on words to avoid when writing your bid proposal.
Will low-price contracting make us all losers?
Low price, technically acceptable procurements are gaining favor for services. Who does it put at risk?
Can you keep your bid out of the reject box?
Evaluators with multiple proposals to review will evaluate them in three passes. Successful bidders must get past all three. Can you?
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