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Market Trends

Trust the Process: More than Checking a List

Price to Win is always an ongoing process, which undergoes many iterations before an actual proposal is ever delivered.  Richter & Company’s training courses are designed to give you the tools and templates you need to maximize the benefit of your competitive intelligence and price to win efforts.  Actionable intelligence is derived from following the process, while trusting the skills of your analysts to deliver quality results to your capture team. But it’s more than simply checking a list:  the process is designed to lay the foundation of your winning proposal. Plan work based on requirements.  Designate resources.  Can you

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LPTA Awards: Sad to Say, They’re Not Going Away

Over the course of the past several years, “best value” has reigned supreme in the federal contracting world.  But with the economic downturn, we’ve seen an increase in Lowest Price-Technically Acceptable (LPTA) contracts.  Despite the general aversion for LPTA awards, they’re here to stay. Last summer, Washington Technology did a survey among contractors regarding LPTA contracts.  68% of the survey’s respondents said the LPTA has negatively or mostly negatively impacted their businesses; pointing to suffering profits, lowered salaries, and an influx of junior staffers as results of increasing LPTA awards. And 66% of respondents said the LPTA has negatively or

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Market Trends: All About Efficiency

In every realm of the marketplace, the Federal Government is looking to be more efficient and save dollars where possible. In the service industry, efficiency looks like less people doing more.  Lower FTE counts, higher expectations for productivity.  Strategic use of less experienced workers where possible and reduction in fringe benefits decreases overall cost to the government. In the product industry, efficiency takes many forms.  In 2012, the Federal government mandated that all agencies move three services to the cloud by May 2012, to improve server utilization 60 to 70 percent.  SWaP initiatives across the armed forces mean reduced power

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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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“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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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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