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Competitive Analysis

Price to Win, the Position

Many people view “Price to Win” as a specific number.  They think of Price to Win as some sort of magic figure that will allow them to win the contract, without consideration to any other detail.  Too often, when we present our Price to Win analysis, we hear, “Well, that’s the number we have to come up with.”

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We Never Cross the Line

To avoid conflicts of interest, we never cross the line. Our work focuses on competitive analysis.  To do this work, we perform research to identify the detailed solutions and strategies companies are likely to employ to beat our clients. This work is ethical, moral and legal when the research relies on open source, non-proprietary data – but most definitely unethical, immoral and illegal when proprietary data is used. 

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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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My Grown Up (Federal Contracting) Christmas List

Dear Santa, I’ve been thinking about my Christmas list for quite a while now. I’ve had time to since the Government has had all of my programs on hold for the last few months. The world of contracting just isn’t the same as it used to be. So this year, I’d really appreciate. . .

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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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Knowing Your Customer

Companies often assume that the end user for a specific opportunity is the customer. But the customers, the people you’re looking to impress, are actually the evaluators of your proposal.

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Weathering the Upcoming Storm

With sequestration looming, ever increasing budget pressures, and “reduced funding” as the political term of the hour, survival, not growth, is the goal over the next few years.

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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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A Winning Proposal: Write with Confidence!

In order to write a wining proposal, you must present a convincing argument.  Richter & Company always encourages writing a concise, compliant and compelling proposal as part of our recommendations to improve probability of Win.  You must tell the story of your superior technical ability and aggressive costing to win in the hyper-competitive federal market.

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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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