Robert Lohfeld


OPINION

4 strategies that can kill your recompete

Proposal guru Bob Lohfeld shares the four most common strategic mistakes incumbments make when pursuing a recompete. Do you know what to avoid?

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.

COMMENTARY

What the government won't tell you about your proposal

What's left unsaid can be as important as what's said when discussing your proposal with your government customer.

OPINION

Today's market demands benchmarking proposals. Here's how.

Bob Lohfeld offers advice on how to benchmark your proposals and increase your win-rates.

COMMENTARY

Will low-price contracting make us all losers?

Low price, technically acceptable procurements are gaining favor for services. Who does it put at risk?

OPINION

Can you afford to chase premium price? Maybe.

In this era of lowest price contracting, a price premium might seem to be a pipe dream but Robert Lohfeld's analysis shows that if the opportunity presents itself, it can be well-worth the pursuit.

COMMENTARY

Here's how to raise your win rate by 20 percent

Bob Lohfeld shows the seven you need to consider when making investment to improve your win rate. Guaranteed.

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

5 tips for hiring a proposal consultant

When shopping for a proposal consultant to help with a particularly heavy workload or provide additional expertise, it’s important to pay attention to five key factors, writes Bob Lohfeld of Lohfeld Consulting.

COMMENTARY

100 words that kill your proposal

Capture management expert Bob Lohfeld gives a tutorial on words to avoid when writing your bid proposal.

OPINION

Can you hire an effective capture manager?

Bob Lohfeld offers his best tips for finding the right person to be your company's next capture manager.

COMMENTARY

Pitfalls to avoid in a down market

The best strategy in a tough market is to focus on core customers and resist the temptation to bid on everything and rush into new markets.

COMMENTARY

3 keys to creating winning proposals

Winning proposals share three common traits: They are written by experienced writers, follow a defined process and are put together efficiently.

COMMENTARY

6 quick fixes that will improve your company's win rate

Surveys reveal too many companies don't use the 7-factor model to boost their win rate.

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