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Price To Win

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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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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