Category: Competition

two co-workers shaking hands

Should You Compete in a Price War with an Incumbent?

Can you win a government contract when you are bidding against an incumbent that has been entrenched with an agency for many years? The answer is a qualified yes. It is possible to unseat an incumbent in the federal marketplace if you submit the right type of proposal. The bottom…

The Rise of the Dark Horse

Increasingly, during Richter & Company’s pricing assignments, a “Dark Horse” or “Notional Bidder” is named as a target for analysis.  As the federal marketplace becomes…