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Competition

SWOT to Strategy

Many companies include the SWOT chart as part of a competitive intelligence presentation.  They spend a lot of time preparing the strengths and weaknesses, opportunities and threats, and creating a beautiful image.  And… that’s it. SWOT charts were designed to be springboards for creating strategies.  What products or services will the company leverage?  How will they differentiate their offering?  What story will they tell?  What are their weaknesses?  Are they aware of them?  How will they mitigate those weaknesses?  How are they perceived by the outside market?  What kinds of opportunities and threats exist outside of the company’s control? Strengths

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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 more cutthroat, companies are increasingly concerned about the creative pricing strategies that have been offered on recent contracts. Small businesses are becoming more sophisticated, investing in experienced business development people to bid creatively and expand their business.  Large businesses are creating cost pools to keep G&A down, and bidding zero fee to “buy into” programs.  A recent Grant Thornton study showed that federal contractor profit rates are plummeting, with 60% of survey respondents reporting no

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Ghosting the Competition

In the world of competition, be it football games or proposals, every competitor’s strategies boil down to the same thing. Follow the rules. Know the people that are buying into the competition. Demonstrate your strengths. Uncover and utilize your opponents’ weaknesses. Win the game.

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“Incumbentitis”

Many incumbent contractors believe they can’t lose the recompete of “their contract.”  They’ve held the contract for years.  They have good people.  The end users are happy with their performance.  So they bid the status quo.  At Richter & Company, we call this incumbentitis.

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Analyzing Through “The Spin” in Competitive Analysis

The world of Competitive Analysis is often like watching the Discovery Channel.  Every company “spins” themselves to the tune of a primate puffing his chest to protect his troop from outsiders.

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Proposals and Barbeque?

Last weekend marked the annual kickoff for competitive barbeque season for Hidden Fire BBQ, owned by Randy Richter.  In honor of the opening days, we bring you barbeque advice that’s oh-so-valid in the proposal world as well.

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Small Business, Big Results

Small businesses are having big impacts in the federal marketplace. Over the past few years, the government has put greater emphasis on small business, dedicating at least 23% of federal contract award dollars to small business. Government evaluation weightings for small business participation are seeing an increase, and in many cases, entire contracts are going small business set aside.

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