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…
Category: The Process
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…
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. …
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,…
“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…
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…
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…
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…
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…
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…