Use Data Analytics to Your Highest Advantage

In a highly competitive bid landscape, data analytics can give you an edge over your competition. Data analysis systematically uses applied statistics and local techniques to evaluate data. Using these tools can mean faster and better business decisions, reduction of overall business costs, and developing new products and services. Main Data Analysis Techniques  Using data […]

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Cost-Cutting Strategies for Government Contractors

Both emerging and experienced players in the government contract arena know one thing for certain: current government contracting is focused primarily on cost savings and efficiency.   In other words, how successful your firm is in winning business with government customers will depend primarily on your ability to provide goods and services at a lower cost […]

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Should You Compete in a Price War with an Incumbent?

Can you win a government contract when you are bidding against an incumbent that has been entrenched with an agency for many years? The answer is a qualified yes. It is possible to unseat an incumbent in the federal marketplace if you submit the right type of proposal. The bottom line is you will need […]

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Recency and Relevancy: Gaining a Window Into a Competitor’s Past Performance

Earlier this month, we discussed the federal source selection process, including how proposals are reviewed, evaluated, selected, and ultimately awarded. To recap, we talked about how government officials use multiple sources of information when making award decisions. In this blog, we’d like to address one of the most common factors: Past Performance. Simply put, Past […]

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Understanding the Federal Source Selection Process

When the federal government issues an RFP asking companies to submit proposals to manufacture goods or supply services on a contract basis, the application process is complex and highly detailed. Likewise, there is an equally specific way through which the winning bid is selected. This selection process is defined by the Federal Acquisition Regulations (FAR) […]

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Richter & Company Announces New Additions to Competitive Intelligence & Price-to-Win Team

We’re excited to announce two new additions to our team! Adam Stormer has joined Richter’s Competitive Intelligence team as a Research Analyst. Mr. Stormer began his career in Cyber Forensics and Information Security before earning a Master of Science degree in Applied Intelligence from Mercyhurst University. At Mercyhurst, Mr. Stormer was a team lead for […]

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When It’s Time to Rebid a Contract: Avoiding Incumbentitis

Where and when is a little knowledge a dangerous thing? Sometimes, when it’s time to rebid a government contract in the federal marketplace, knowing more than your competitors do can be the beginning of the end. In other words, when you are the incumbent—that is, the company that currently owns the contract and who has […]

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PTW (Price to Win) G&A vs. Overhead in Developing Aggressive Costs

Developing Aggressive Pricing: Overhead vs. G&A The government contracting arena is filled with words, phrases, and acronyms that can be difficult for the less experienced to define, let alone distinguish subtle differences between. G&A (General and Administrative) costs and OH (Overhead) costs are two good examples. What do they mean and, more importantly, what are […]

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Barriers to New Market Entry: Sunk v. Relevant Costs

The way you handle sunk costs when attempting to break into a new market in the federal contracting arena can be the difference between success and failure. Deciding how best to treat these costs depends on how well you understand the difference between a “sunk cost” and a “relevant (or future)” cost, so let’s start […]

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