In the world of competition, be it football games or proposals, every competitor’s strategies boil down to the same thing. Follow the rules. Know the people that are buying into the competition. Demonstrate your strengths. Uncover and utilize your opponents’ weaknesses. Win the game. Continue reading Ghosting the Competition
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. . . Continue reading My Grown Up (Federal Contracting) Christmas List
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. Continue reading “Incumbentitis”
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. Continue reading Knowing Your Customer
With sequestration looming, ever increasing budget pressures, and “reduced funding” as the political term of the hour, survival, not growth, is the goal over the next few years.
The world of Competitive Analysis is often like watching the Discovery Channel. Every company “spins” themselves to the tune of a primate puffing his chest to protect his troop from outsiders. Continue reading Analyzing Through “The Spin” in Competitive Analysis
Strategic Price to Win is used for the analysis of a broad market. It is used to gain an in-depth understanding of the needs and desires of a customer, and how those needs are being met by competitors. The results of a strategic Price to Win analysis enable you to identify underserved areas of the market, or measurable goals and objectives, and the high level plans for achieving them. Continue reading Strategic versus Tactical Price to Win
In order to write a wining proposal, you must present a convincing argument. Richter & Company always encourages writing a concise, compliant and compelling proposal as part of our recommendations to improve probability of Win. You must tell the story of your superior technical ability and aggressive costing to win in the hyper-competitive federal market. Continue reading A Winning Proposal: Write with Confidence!
Last weekend marked the annual kickoff for competitive barbeque season for Hidden Fire BBQ, owned by Randy Richter. In honor of the opening days, we bring you barbeque advice that’s oh-so-valid in the proposal world as well. Continue reading Proposals and Barbeque?
Small businesses are having big impacts in the federal marketplace. Over the past few years, the government has put greater emphasis on small business, dedicating at least 23% of federal contract award dollars to small business. Government evaluation weightings for small business participation are seeing an increase, and in many cases, entire contracts are going small business set aside. Continue reading Small Business, Big Results