Author Archive
Opinion
Where GSA can make improvements to Alliant 3
Business development practitioner Robert Lohfeld Sr. highlights where General Services Administration can make changes to the governmentwide IT solutions contract for everyone's benefit.
Opinion
Best-in-class, or worst-in-class?
Given the recurring problems with large multiple-award contract vehicles, the government needs to reevaluate how it bundles the purchasing of IT products and services.
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.
Opinion
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.
Opinion
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
20 ways to reduce B&P costs and still win
How much can you cut your bid and proposal costs without hurting your chances to win? BD guru Bob Lohfeld goes over why proposal costs are higher than they should be.
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
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.
Should we have procurement reform or just improvement?
While there is a lot of talk about the need for procurement reform, many in governemnt and the private sector think the regulations are just fine, and that we just need to learn how to use the rules we have.
Opinion
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.
Opinion
Six tips for building your new business pipeline
Most companies are missing the mark when it comes to building their pipeline. Columnist Bob Lohfeld gives six simple tips to follow in order to build your pipeline the right way.
Opinion