Robert Lohfeld


OPINION

Six tips for building your new business pipeline

Most companies are missing the mark when it comes to building their pipeline. Columnist Bob Lohfeld gives six simple tips to follow in order to build your pipeline the right way.

OPINION

What makes your bid a winner or a loser?

When the government evaluates your proposals, it is looking for your strengths, and your technical approach is just as important, if not more, than how well written your proposal is.

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.

ANALYSIS

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

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

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.

2013 RFP INDEX

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?

COMMENTARY

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?

COMMENTARY

Resolve to improve your win rate

The first step in a good capture management process is learning to define and refine the processes you use to win new business.

COMMENTARY

Get the most out of your contract debriefing

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.

COMMENTARY

How to avoid a contract protest

As the number of protested contracts increase, here are some precautions to take to avoid this potentially costly delay or loss of a procurement.

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.

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