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?

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.

COMMENTARY

7 tips for crafting a dominant proposal summary

The executive summary is often a critical element of a successful proposal, columnist Bob Lohfeld writes.

OPINION

5 questions to derail an LPTA procurement

Bob Lohfeld offers five questions to ask that might help you steer an agency away from a lowest price, technically acceptable contract.

OPINION

7 steps from good to great proposals

Proposal expert Bob Lohfeld offers seven tips to make your proposals better. Hint: It's not about you; it's about the customer.

OPINION

Why some companies embrace LPTA contracts

Lowest price, technically acceptable procurements are an opportunity for inexperienced, marginally credible firms to win business and gain a foothold in the government market.

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