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Proposal Writing: Feature versus Benefit

Often times when companies present their solutions before the government, they talk a lot about themselves.  When you’re thinking about themes, working a brainstorm session with your team, or actually writing your proposal, be sure that you’re focused on your customer. Features are attributes of your solution.  Be it products or services, features are those things that can differentiate you from the competition:  lower cost, smaller size, more power, larger supply base, extended life. Even great features can be meaningless in a proposal, however, if you don’t highlight the value they bring to your customer.  Benefits highlight value. Your solution

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Al Fier Joins Richter & Company Team

December 22, 2014- Al Fier, former Sector Director for Position-to-Win at Northrop Grumman Information Systems, has joined Richter & Company as an Executive Consultant.  Fier will provide business development support and lead and develop training seminars. “We’re very excited to have Al join our team,” said Randy Richter, President and Founder of Richter & Company.  “Al is one of the names in the Price to Win industry, and we’re excited that he’s joined forces with us.” Fier holds a BS in Aerospace Engineering from the New York Institute of Technology, and has completed a wide variety of management training.  Fier

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New Year’s Resolutions for the Contracting Community

2015 means new opportunities.  Not just in terms of upcoming contracts, but within your organization as well.  Here are some suggestions on how to make the most of opportunity knocking: Use the No Bid.  There are far too many companies that feel like once they’ve invested B&P dollars, they must bid an opportunity.  Encourage your team to use discretion in walking away from a contract.  Gate reviews serve as great times to assess your company’s decision to pursue an opportunity.  If you don’t have a convincing story for winning, don’t waste your time. Invest In Your People.  A successful business

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Finishing Strong: 3 Habits of Winning Teams

Winning federal business dollars is cutthroat business.   Especially in today’s hypercompetitive marketplace where LPTA contracts now represent a third of contract awards, and large ID/IQ vehicles reign for maximum value to the government. Winning teams work hard to win.  And many differentiate themselves from the competition in how they handle a contract post-award.  Here are three habits of highly effective teams: 1.        FOIA Bids.  The Freedom of Information Act is a wonderful thing, but few companies actually take advantage of available information.  FOIA your own company and bids, and make sure they’re redacted properly.  Check out your competition on contracts;

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Richter & Company Speaks on Porter’s 5 Forces

October 24, 2014 – Richter & Company will be featured at the APMP California Chapter Training Day on Friday, October 24, 2014.  Randy Richter, President & Founder of Richter & Company, will be presenting, “Using Porter’s 5 Forces to Hit the Target.” The 11th Annual Training Day, “Aiming for a High Target,” will take place in the Mark Twain Room of the Disneyland Hotel in Anaheim, California.  The event will feature presentations designed to give professionals the opportunity to build new skills, learn new perspectives, benchmark processes and network with peers. “Porter’s 5 Forces model can be an extremely effective

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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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Upcoming Events for Richter & Company

Richter & Company will be presenting at various APMP events across the country.  Upcoming speaking events include:  October 24:  “It’s Not About the Flop Buddy:  The Importance of Price to Compete” at the 18th annual APMP Southern Proposal Accents Conference, “Proposal Jackpot 2014:  When Winning is the Only Option” in Atlanta, Georgia. October 24:  “Using Porter’s 5 Forces to Hit the Target” at the 11th Annual Training Day, “Aiming for a High Target” in Anaheim, California November 12:  “Ya Gotta Be in the Ballpark to Win” webinar for the APMP Greater Midwest chapter November 21:  “The New Normal:  Let’s Talk

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KITs and KIQs: Shaping the Process

Key Important Topics (KITs) and Key Important Questions (KIQs) are essential to shaping the context of research for your competitive intelligence and Price to Win efforts. When researching a program, it’s important to narrow the focus of what you’re looking for.  What topics need to be addressed?  What questions does your team need answered?  The “team” includes members of your business development, capture, solution development and pricing teams. The questions should be designed to provide actionable intelligence.  Who needs to be addressed in the proposal?  What solutions is the government predisposed toward?  What trends have been affecting their buying?  Distributing

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Beth Keswani Joins Richter & Company

October 6, 2014- Beth Keswani, former Senior Competitive Pricing Analyst at Deloitte, has joined Richter & Company as an Executive Price to Win Consultant.  As an Executive Consultant, Keswani will provide senior-level competitive analysis and Price to Win support for clients. “Beth has considerable insight into the world of pricing,” said Randy Richter, President and Founder of Richter & Company.  “Her strong engineering background and experience with building Basis of Estimates make her a wonderful addition to the Richter & Company team.” Keswani holds a Master’s degree in Engineering Management from Duke University, and has worked 5+ years within the

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Jessica Combs Joins Richter & Company Team

October 2, 2014- Jessica Combs has joined Richter & Company as Office Manager.  Combs will provide administrative and research support, and work closely with the management and marketing teams. “We’re excited to welcome Jessica to the team,” said Randy Richter, President and Founder of Richter & Company.  “Her project management and research skills, coupled with administrative and HR experience make her a valuable asset to Richter & Company.” About Richter & Company Richter & Company is an industry-leading competitive intelligence consulting firm whose services have helped clients win more than $60B in new revenue since 2006.  Please visit www.richterandcompany.com for

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