The process of government acquisition is designed to be as objective as possible. But it’s important to remember that the people issuing government requirements and awarding government contracts are just people. At Richter & Company, we’ve seen some poorly written RFPs lately. The acquisition force is facing a wave of…
Category: Competitive Analysis
Price= Cost + Strategy
With sequestration as an ongoing threat to the federal contracting community, more companies are getting more creative in their strategies. At Richter & Company, we…
But, What About Us? The Importance of Self Assessment in the Federal Contracting World
Your proposal team dutifully takes on the business development process for most projects. But as B&P dollars are cut in an uncertain Federal climate, your…
Investing B&P Dollars
Retail companies that are struggling often cut advertising dollars when budgets are tight. In the Federal contracting world, Bid and Proposal dollars are often the…
The Fear of Sequestration
Despite the fact that sequestration was set up as a “worst case scenario” incentive to encourage politicians of all walks to actually get along, March…
Price to Win, the Position
Many people view “Price to Win” as a specific number. They think of Price to Win as some sort of magic figure that will allow…
We Never Cross the Line
To avoid conflicts of interest, we never cross the line. Our work focuses on competitive analysis. To do this work, we perform research to identify…
Ghosting the Competition
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.
My Grown Up (Federal Contracting) Christmas List
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…
“Incumbentitis”
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…
