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Richter & Company To Present at APMP Bid & Proposal Conference

APMP has selected Randy Richter, president and founder of Richter & Company to speak at its National Bid & Proposal Conference in Chicago on Tuesday, May 27th. The conference is the world’s largest event for proposal, bid, tender, capture, business development and graphics professionals.  Richter will be delivering a presentation entitled, “Proposal Alchemy:  Using Competitive Intelligence to Create Winning Solutions.” “The goal of competitive intelligence is to create actionable intelligence,” said Richter.  “Next week’s presentation will provide insight to using a SWOT tool to shape winning strategies.” The 2014 APMP National Bid  & Proposal Conference will be held May 26-29th

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Richter & Company to Offer New Course

Richter & Company has a new independent course offering:  Investigative Techniques for Competitive Analysis.  The one-day course will be piloted July 15th. Investigative Techniques for Competitive Analysis focuses on providing insight on how to effectively and efficiently collect unpublished competitor and customer information, giving you the competitive advantage in any pursuit.  The class is designed to help attendees further develop their skills in collecting valuable competitive intelligence using methods which are both effective and ethical. Richter & Company’s courses are offered as one-day, public environment workshops involving instruction and hands-on group exercises.  The classes are also offered as Private Onsite

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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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Richter & Company Welcomes Kedrick Parker to Team

Kedrick Parker, former Business Development Strategy professional at ASRC, has joined Richter & Company as an Executive Consultant.  As an Executive Consultant, Parker will provide senior-level competitive analysis and Price to Win support for clients.  Parker will also take the lead on all training courses and materials. “Kedrick has considerable insight into the world of capture management,” said Randy Richter, President of Richter & Company.  “His strategic thinking and strong analytical skills make him a perfect fit for Richter & Company.  We’re excited to have him join our team.” Parker is a seasoned business development and strategy professional with 15+

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Mallory Metheny Joins Richter & Company Team

Mallory Metheny has joined Richter & Company as a research analyst. Metheny, a recent graduate of Hollins University, will be responsible for supporting research efforts, as well as serving in an administrative role. “We’re pleased to have Mallory joining our team,” said Randy Richter, President of Richter & Company.  “Her analytical skills and background in research efforts make her a valuable asset to our team.” About Richter & Company Richter & Company is an industry-leading competitive intelligence consulting firm whose services have helped clients win more than $30B in new revenue since 2006.  Please visit www.richterandcompany.com for more information.

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Avoiding Proposal Mistakes

In an effort to spread the love this Valentine’s Day, we bring you five mistakes of proposals.  In the federal contracting world, of course. Ignoring the person your proposal is for.  Talk about what your customer needs and wants.  Be in tune with their requirements, both explicit and implicit.  Spend some time getting to know what exactly they’re looking for with the solicitation.  And then speak to that, not what your corporate objectives entail. Not getting permission beforehand.  If you don’t have early management, buy-in, you’re going to have a hard time getting the time and dollars you need to

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The Snow Storms of Capture

With snow and ice storms impacting much of the country this week, we’re reminded that preparing for bad weather is a lot like preparing for capture of new business within the federal marketspace.  Here’s our top five bits of advice for handling either. 1-      Prepare ahead of time.  You never want to face the storm without the proper resources.  For bad weather, tradition holds you need to stock up on bread, milk and TP.  In the contracting world, it’s all about people.  Make sure you have the right people tasked to the right assignments.  Give them the resources they need

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An Ethical Culture of Gathering Intelligence: We Never Cross the Line

With conflict of interest issues as a growing concern within the federal contracting community, it’s important that your consultants don’t pollute your ethical processes.  With a shrinking number of federal procurements and budget dollars at play, it is critical that you play it safe in the realm of business ethics. More RFPs mention conflict of interest and more protests equate to more headaches and possible legal repercussions if you’re not careful. At Richter & Company, we never cross the line.  We don’t involve ourselves in your solutions, strategies or proposal processes.  We don’t access information you’ve collected, instead opting to

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Actionable Intelligence

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 the year 2020.   That’s a lot of information. But what will we do with all this information?  So what your lamp “knows” that it’s on at 3 PM each afternoon, and your thermostat “knows” to set itself at 72 degrees if it’s colder than 40 out?  The concept of these

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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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