Robert Lohfeld


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.

COMMENTARY

Five passing grades you need to lead the pack

Planning is critical for positioning your company to win new contracts, says Bob Lohfeld, CEO of the Lohfeld Consulting Group.

OPINION

Is price reasonableness really unreasonable?

Bid and proposal expert Bob Lohfeld offers a warning and advice about how the government applies price reasonableness and cost realism rules, and how often a low price can just get lower.

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.

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

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 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

Three strategies for growing in adjacent markets

How your company expands into adjacent markets relies on know what you do well, what your customer wants and understanding that sometimes the only path to growth is an acquisition.

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 tips to maximize past performance

Don't confuse experience with performance is tip No. 1. Bob Lohfeld explores this and other ways for making the most of your past performance.

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.

OPINION

DOD revamps source selection process

DOD's new source selection process redefines best value, tightens the use of LPTA and changes the definition of neutral past performance. Proposal expert Bob Lohfeld explains.

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.

COMMENTARY

4 ways to stand out in a crowded market

Capture management expert Bob Lohfeld takes you through the four critical components to building a strategy that will make you stand out in the crowd.

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