Robert Lohfeld


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.

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.

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.

COMMENTARY

Ask the right questions to understand your customer's objectives

Arm your capture team with well-crafted questions so it can gain a clear understanding of customer requirements and objectives, says Bob Lohfeld, CEO of Lohfeld Consulting Group.

COMMENTARY

Get the most out of your contract debriefing

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.

COMMENTARY

3 steps to improving your proposals

A review of lessons learned is a valuable step in improving proposal development efficiency and raising your win probability on the next bid, says Bob Lohfeld of Lohfeld Consulting Group.

COMMENTARY

To succeed, deliver what you promised

Once the award is in place, it falls to the performing team to meet the promises and commitments made in a company's proposal. To do this, the promises must be part of the contract execution plan, writes Bob Lofheld of Lohfeld Consulting Group.

COMMENTARY

10 reasons why you need capture management

A successful capture management process requires 10 fundamental activities — and don't forget the need for corporate support, writes Bob Lohfeld.

COMMENTARY

Get ready to survive contracting delays

To prepare for postponed procurements, you need to know what questions to ask your customers.

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.

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