Robert Lohfeld


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.

OPINION

Here's how to tune up your business for 2016

Business development and capture expert Bob Lohfeld offers step-by-step guidance on how to evaluate your business and move forward to win more opportunities in 2016.

ANALYSIS

Are you ready for the peak season of MACs and GWACs?

2015 and 2016 mark the high point in a 10-year cycle of MAC and GWAC opportunities. If your company isn't ready, you might be on the sidelines for a decade or more.

OPINION

The challenging search for good procurement practices

Business development expert Bob Lohfeld analyzes the current trends in procurement and finds that agencies are mostly focused on expediency and not on enhancing mission outcomes. The result will only hurt government and industry.

OPINION

5 ways to grab your share of the fourth-quarter rush

The government spends a third of its total annual budget in the fourth quarter, and here are five steps that can help your company grab its share of the opportunities.

OPINION

7 questions to answer when making bid, no bid decisions

One of the best ways to improve your win-rate is improving how you decide which contracts to bid on and which to walk away from. Here's how.

OPINION

How the winners won SEWP V

Procurement Expert Bob Lohfeld dives into SEWP V and analyzes NASA's process and how the contract ended up with 202 winners.

Is DOD moving away from LPTA?

The Defense Department is moving away from the use of lowest price contracts. At least that's the message from the top, but how long will it take to trickle down?

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.

OPINION

20 BD habits to kill off in 2015

Too many companies are stuck in the past with obsolete business development practices. Here are 20 things to stop doing now if you want to succeed in 2015.

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.

Let's stop bashing LPTA and find an alternative

The time has come to stop bashing LPTA and offer the government some creative alternatives to lower procurement costs and encourage profits.

OPINION

Take your proposal from good to great in 30 minutes

Proposal expert Robert Lohfeld walks you through the process for lifting a good proposal to greatness. And it only takes 30 minutes.

OPINION

How and when to talk to your customer

There are plenty of misconceptions about communications during the procurement process and capture expert Bob Lohfeld busts the myths that plague development of good contracts.

OPINION

How good are your chances of winning a bid protest?

Bid protests have become a fixture on the government contracting scene, but what your chances of success? Bob Lohfeld's analysis teaches us that a lot depends on how you define victory.

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