Capture teams in the government contracting world spend a lot of time trying to determine the right balance of solutions and strategies that will differentiate them from their competitors and make them more attractive to their customers. Deciding how best to position your company, understanding what your competitors know about…
Category: Core Services
Great ‘Que Takes Planning
In barbecue contests, timing is everything. Each of your four entries (chicken, ribs, pork and brisket) have to be turned in within 5 minutes of…
You Can’t Enter Every Contest
From an economic standpoint, competitive barbecue makes no sense. In a Kansas City Barbecue Society event, teams turn in six individual portions of four meats:…
Backyard Chefs Like to Cook; Pitmasters Like to Win
Amateur chefs tend to have a pretty short attention span. They watch Bobby Flay toss something on a grill, say to themselves “Man, I could…
When Should I Perform a Price to Win?
Q&A with Randy Richter of Richter & Company. Randy answers the questions "When should I perform a Price to Win?"
5 Ways to Win Federal Contract Dollars
From early market research to Price to Win positioning, Richter & Company’s goal is to help you win business. Here are five of our top…
Competitive Analysis and Price to Win – like PB&J
Often times, clients want to hire us to perform a Price to Win analysis late in the game. You know… when the RFP is out,…
SWOT Part 2: So What?
As I said before, the other most common mistake that deprives SWOT analyses of their value is the failure to take the essential next step,…
Trust the Process: More than Checking a List
Price to Win is always an ongoing process, which undergoes many iterations before an actual proposal is ever delivered. Richter & Company’s training courses are…
Making the Call: Competitive Analysis
At Richter & Company, we make the call. Primary research-- actually talking to people within industry-- provides quantitative data we need to make sound analysis.…
