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

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?

COMMENTARY

5 predictions for the 2020 market

Bob Lohfeld offers predictions on the future of the government market. Will things be better or worse in 2020 — or both?

COMMENTARY

5 ways to shape how agencies pick winning proposals

Columnist and capture management consultant Bob Lohfeld explains the role contractors should play in helping agencies develop evaluation criteria for awarding contracts.

COMMENTARY

Why your high win rate is hurting your business

A high win rate looks good, but it can be a wolf in sheep's clothing. Columnist and capture management expert Bob Lohfeld explains what your win rate really means.

COMMENTARY

How bad are your proposals?

Bid and proposal expert Bob Lohfeld explains some of the most common shortcomings of many companies responses to RFPs.

What is your e-mail address?

My e-mail address is:

Do you have a password?

Forgot your password? Click here
close

Trending

  • Dive into our Contract Award database

    In an exclusive for WT Insider members, we are collecting all of the contract awards we cover into a database that you can sort by contractor, agency, value and other parameters. You can also download it into a spreadsheet. Our databases track awards back to 2013. Read More

  • Navigating the trends and issues of 2016 Nick Wakeman

    In our latest WT Insider Report, we pull together our best advice, insights and reporting on the trends and issues that will shape the market in 2016 and beyond. Read More

contracts DB

Washington Technology Daily

Sign up for our newsletter.

Terms and Privacy Policy consent

I agree to this site's Privacy Policy.