COMMENTARY
Evaluators with multiple proposals to review will evaluate them in three passes. Successful bidders must get past all three. Can you?
- By Bob Lohfeld
- May 16, 2012
OPINION
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.
- By Bob Lohfeld
- Aug 06, 2013
COMMENTARY
The first step in a good capture management process is learning to define and refine the processes you use to win new business.
- By Bob Lohfeld
- Jan 27, 2010
COMMENTARY
A debriefing provides a better understanding of how the government evaluated your proposal and what you could have done differently to improve your proposal score, writes Bob Lohfeld.
- By Bob Lohfeld
- Oct 27, 2010
COMMENTARY
As the number of protested contracts increase, here are some precautions to take to avoid this potentially costly delay or loss of a procurement.
- By Bob Lohfeld
- Mar 22, 2012
OPINION
Today's market is pressuring companies to lower costs. Here's what you can gain and lose by reducing your spend on proposals.
- By Bob Lohfeld
- Sep 27, 2012
COMMENTARY
When shopping for a proposal consultant to help with a particularly heavy workload or provide additional expertise, it’s important to pay attention to five key factors, writes Bob Lohfeld of Lohfeld Consulting.
- By Bob Lohfeld
- Aug 02, 2010
OPINION
Bid protests have become a fixture on the government contracting scene, but what your chances of success? Bob Lohfeld's analysis teaches us that a lot depends on how you define victory.
- By Bob Lohfeld
- Apr 28, 2014
COMMENTARY
Capture management expert Bob Lohfeld gives a tutorial on words to avoid when writing your bid proposal.
- By Bob Lohfeld
- Jul 20, 2012
COMMENTARY
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?
- By Bob Lohfeld
- Aug 29, 2012
2013 RFP INDEX
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?
- By Bob Lohfeld
- Jul 24, 2013
COMMENTARY
Bob Lohfeld offers predictions on the future of the government market. Will things be better or worse in 2020 — or both?
- By Bob Lohfeld
- Jul 07, 2011
COMMENTARY
What's left unsaid can be as important as what's said when discussing your proposal with your government customer.
- By Bob Lohfeld
- Dec 14, 2010
OPINION
Bob Lohfeld offers advice on how to benchmark your proposals and increase your win-rates.
- By Bob Lohfeld
- Dec 12, 2012
COMMENTARY
Columnist and capture management consultant Bob Lohfeld explains the role contractors should play in helping agencies develop evaluation criteria for awarding contracts.
- By Bob Lohfeld
- Jan 21, 2011