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Richter & Company Presents at APMP SPAC

October 24, 2014- Chris Richter, Vice President of Operations, will be a featured speaker at the 18th annual Southern Proposal Accents Conference (SPAC) in Atlanta on Friday, October 24, 2014. The conference, “Proposal Jackpot 2014:  When Winning is the Only Option” is designed to offer insight for proposal, bid, tender, capture, business development and graphics professionals.  Richter will be delivering a presentation entitled, “It’s Not About the Flop Buddy:  The Importance of Price to Compete.” “Historic trends can often indicate the government’s likely award price, and offer insight to contractors,” said Richter.  “Next week’s presentation will provide information regarding the

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Richter & Company to Offer New Course

Richter & Company has a new independent course offering:  Investigative Techniques for Competitive Analysis.  The one-day course will be piloted July 15th. Investigative Techniques for Competitive Analysis focuses on providing insight on how to effectively and efficiently collect unpublished competitor and customer information, giving you the competitive advantage in any pursuit.  The class is designed to help attendees further develop their skills in collecting valuable competitive intelligence using methods which are both effective and ethical. Richter & Company’s courses are offered as one-day, public environment workshops involving instruction and hands-on group exercises.  The classes are also offered as Private Onsite

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Avoiding Proposal Mistakes

In an effort to spread the love this Valentine’s Day, we bring you five mistakes of proposals.  In the federal contracting world, of course. Ignoring the person your proposal is for.  Talk about what your customer needs and wants.  Be in tune with their requirements, both explicit and implicit.  Spend some time getting to know what exactly they’re looking for with the solicitation.  And then speak to that, not what your corporate objectives entail. Not getting permission beforehand.  If you don’t have early management, buy-in, you’re going to have a hard time getting the time and dollars you need to

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The Snow Storms of Capture

With snow and ice storms impacting much of the country this week, we’re reminded that preparing for bad weather is a lot like preparing for capture of new business within the federal marketspace.  Here’s our top five bits of advice for handling either. 1-      Prepare ahead of time.  You never want to face the storm without the proper resources.  For bad weather, tradition holds you need to stock up on bread, milk and TP.  In the contracting world, it’s all about people.  Make sure you have the right people tasked to the right assignments.  Give them the resources they need

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An Ethical Culture of Gathering Intelligence: We Never Cross the Line

With conflict of interest issues as a growing concern within the federal contracting community, it’s important that your consultants don’t pollute your ethical processes.  With a shrinking number of federal procurements and budget dollars at play, it is critical that you play it safe in the realm of business ethics. More RFPs mention conflict of interest and more protests equate to more headaches and possible legal repercussions if you’re not careful. At Richter & Company, we never cross the line.  We don’t involve ourselves in your solutions, strategies or proposal processes.  We don’t access information you’ve collected, instead opting to

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Actionable Intelligence

In the past few months, there’s been increasing talk about “the internet of things” (IoT.)  Recently, Gartner estimated a $1.9 trillion market impact by 2020. And Cisco estimated that for every person in the world, there would be six smart devices (for a total of fifty billion connected devices) by the year 2020.   That’s a lot of information. But what will we do with all this information?  So what your lamp “knows” that it’s on at 3 PM each afternoon, and your thermostat “knows” to set itself at 72 degrees if it’s colder than 40 out?  The concept of these

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The Pitfalls of Aimless Shopping

A week from Friday, people will wake up too early from their beds, bleary eyed and still full of too much tryptophan, to race to their cars for a few dollars in their pockets.  And that’s just with the latest DoD RFP release, let alone Black Friday shopping. Here’s some advice for, well, either situation. Make a Plan.  Be involved early.  Get to know your marketplace.  Get a hold of as much documentation as possible.  In the federal space, this means talking to your customer.  Influencing how the final RFP will look when it finally comes out, which is six

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Building a Snowball

Primary research is perhaps one of the most daunting aspects of the competitive intelligence process.  It involves gathering information firsthand, or actually talking to people.  Randy Richter, president and founder of Richter & Company, often compares the task of conducting primary research to gathering snowflakes. If you stand in the center of a field and are asked to examine a blizzard, it may seem an impossible task.  With thousands of snowflakes falling each second, it’s difficult to imagine that one is capable of gathering any kind of meaningful information regarding the composition of snow. If you stick your icy mittened

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Richter & Company Debuts New Services for Small Business Clients

In an effort to offer increased value, Richter & Company has developed several offerings to cater to the business development needs of our small business clients. “In order to meet the needs of small businesses in the federal contracting world, we will now offer several ‘a la carte’ services,” said Randy Richter, president of Richter & Company.  “Wrap rate analysis and labor rate analysis are just two of our new offerings that will allow small businesses to win more business.” For more information about how we can help your small business win, contact us.

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The Successful Project

At Richter & Company, we don’t believe in fly-over “pigeon” management.  You know the kind — a member of management staff enters the room clueless, sprays less than welcome “stuff” in your direction that changes the course of your project, and moves on to the next unsuspecting crowd. In order to prevent this kind of unwelcome interruption, it is essential to get management “buy in” early on in the process of pursuing an opportunity.  If management is informed and involved, it is much less likely that they’ll burst in during your final efforts, demanding a major change. Here are Richter

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