OPINION
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.
- By Bob Lohfeld
- Mar 19, 2014
OPINION
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.
- By Bob Lohfeld
- Feb 14, 2014
OPINION
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.
- By Bob Lohfeld
- Jan 15, 2014
OPINION
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.
- By Bob Lohfeld
- Dec 13, 2013
OPINION
Proposal expert Bob Lohfeld shares some war stories about subcontractors who torpedoed proposals, and what actions you should take to avoid the same fate.
- By Bob Lohfeld
- Nov 18, 2013
ANALYSIS
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.
- By Bob Lohfeld
- Oct 15, 2013
OPINION
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.
- By Bob Lohfeld
- Sep 20, 2013
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
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
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
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
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