OPINION
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.
- By Bob Lohfeld
- Jun 07, 2013
OPINION
DOD's new source selection process redefines best value, tightens the use of LPTA and changes the definition of neutral past performance. Proposal expert Bob Lohfeld explains.
- By Bob Lohfeld
- May 02, 2016
OPINION
Business development and capture expert Bob Lohfeld offers step-by-step guidance on how to evaluate your business and move forward to win more opportunities in 2016.
- By Bob Lohfeld
- Feb 02, 2016
ANALYSIS
2015 and 2016 mark the high point in a 10-year cycle of MAC and GWAC opportunities. If your company isn't ready, you might be on the sidelines for a decade or more.
- By Bob Lohfeld
- Dec 11, 2015
OPINION
Business development expert Bob Lohfeld analyzes the current trends in procurement and finds that agencies are mostly focused on expediency and not on enhancing mission outcomes. The result will only hurt government and industry.
- By Bob Lohfeld
- Oct 08, 2015
OPINION
The government spends a third of its total annual budget in the fourth quarter, and here are five steps that can help your company grab its share of the opportunities.
- By Bob Lohfeld
- Jul 27, 2015
OPINION
One of the best ways to improve your win-rate is improving how you decide which contracts to bid on and which to walk away from. Here's how.
- By Bob Lohfeld
- Jun 19, 2015
OPINION
Procurement Expert Bob Lohfeld dives into SEWP V and analyzes NASA's process and how the contract ended up with 202 winners.
- By Bob Lohfeld
- May 05, 2015
The Defense Department is moving away from the use of lowest price contracts. At least that's the message from the top, but how long will it take to trickle down?
- By Bob Lohfeld
- Apr 07, 2015
OPINION
How your company expands into adjacent markets relies on know what you do well, what your customer wants and understanding that sometimes the only path to growth is an acquisition.
- By Bob Lohfeld
- Feb 09, 2015
OPINION
Too many companies are stuck in the past with obsolete business development practices. Here are 20 things to stop doing now if you want to succeed in 2015.
OPINION
Bid and proposal expert Bob Lohfeld offers a warning and advice about how the government applies price reasonableness and cost realism rules, and how often a low price can just get lower.
- By Bob Lohfeld
- Dec 15, 2014
The time has come to stop bashing LPTA and offer the government some creative alternatives to lower procurement costs and encourage profits.
- By Bob Lohfeld
- Sep 02, 2014
OPINION
Proposal expert Robert Lohfeld walks you through the process for lifting a good proposal to greatness. And it only takes 30 minutes.
- By Bob Lohfeld
- Jul 28, 2014
OPINION
There are plenty of misconceptions about communications during the procurement process and capture expert Bob Lohfeld busts the myths that plague development of good contracts.
- By Bob Lohfeld
- Jun 18, 2014