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