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Core Services

“History is Not an Exact Predictor” The Value of Evaluating Trends

Historical data is important.  At Richter & Company, the last step of our business process is to capture information regarding a program:   strengths and weaknesses for each competitor’s team; feedback from the customer; award and protest information for the contract, in our database. The information is crucial as reference points for company bidding tendencies and strategies, as well as for Government buying tendencies.  It allows us to look at trends and how they evolve over time. But in the current hypercompetitive landscape, history is not the most accurate predictor of future strategy.  Be cautious of feeling like you’re untouchable, like

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A Process of People

The process of government acquisition is designed to be as objective as possible.  But it’s important to remember that the people issuing government requirements and awarding government contracts are just people. At Richter & Company, we’ve seen some poorly written RFPs lately.   The acquisition force is facing a wave of retirements, meaning there are some inexperienced acquisition personnel trying to put together cohesive RFPs for the first time.  Often, the people writing the requirements aren’t the end users, so there’s disconnect between what the government is saying it wants, and what it actually wants.  No matter.  It’s important to try

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Price= Cost + Strategy

With sequestration as an ongoing threat to the federal contracting community, more companies are getting more creative in their strategies. At Richter & Company, we believe that Price = Cost + Strategy.  Overall business strategy is the biggest driver in making business decisions, and the biggest factor in determining the ultimate price to win.  Not cost plus fee. If a company is looking to gain an important federal customer, they may invest in the program so much that they bid zero fee.  If a company is extremely aggressive in going after a specific program, they may create new overhead pools to

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But, What About Us? The Importance of Self Assessment in the Federal Contracting World

Your proposal team dutifully takes on the business development process for most projects.  But as B&P dollars are cut in an uncertain Federal climate, your team has taken to cutting corners where they can.  Your team’s morale has taken a hit, and is struggling to come up with creative solutions to respond to RFPs where “best value” increasingly means lowest cost. In today’s hypercompetitive market though, there are a number of dark horses.  Companies are more and more creative, and aggressive, in their strategies to win more business.  So what if you assessed a program from a different angle?  What

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Investing B&P Dollars

Retail companies that are struggling often cut advertising dollars when budgets are tight.  In the Federal contracting world, Bid and Proposal dollars are often the first to face the chopping block.  In both cases, the very thing drumming up new business is cut for lack of immediate return. But what if retail stores knew their advertising efforts would equate to new sales?  What if your business development team knew their B&P dollars could yield a contract win, and a significant return on investment? Richter & Company’s core services are designed to help you win.   Our Competitive Analysis and Price to

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The Fear of Sequestration

Despite the fact that sequestration was set up as a “worst case scenario” incentive to encourage politicians of all walks to actually get along, March 1st marked the date of the deadline and the start of automatic “across the board” budget cuts.  The $85 billion in cuts make up about three percent of the Federal budget.

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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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Price to Win Advice for 2013

After a convoluted year for the federal government, Randy Richter, founder and president of Richter & Company, offers his insight for the coming year.

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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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Insy and Outsy

Building an effective in-house Price To Win practice No question, we live in trying economic times.  It’s bad enough that Federal budget cuts are the new reality; it’s worse when our elected officials can’t even pass a budget on time.  Forget fear and doubt; uncertainty is the big thorn in our collective paws. For most companies, severe belt tightening has been the response.  Benefits are cut; overhead is eliminated; general and administrative expenses are examined through microscopes; insourcing, not outsourcing, becomes the new norm. Can you build an effective internal price to win practice?  Absolutely – if you understand and

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