Robert Lohfeld


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?

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.

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

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

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.

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

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.

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.

COMMENTARY

100 words that kill your proposal

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

COMMENTARY

4 keys to better capture analytics

Bob Lohfeld offers the four critical areas for analyzing the success of your contract pursuit decisions. Do you know how to measure your wins and losses?

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?

COMMENTARY

5 predictions for the 2020 market

Bob Lohfeld offers predictions on the future of the government market. Will things be better or worse in 2020 — or both?

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

5 ways to shape how agencies pick winning proposals

Columnist and capture management consultant Bob Lohfeld explains the role contractors should play in helping agencies develop evaluation criteria for awarding contracts.

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