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 1st marked the date of the deadline and the start of automatic “across the board” budget cuts. The $85 billion in cuts make up about…
Category: Price To Win
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…
Price to Win Advice for 2013
After a convoluted year for the federal government, Randy Richter, founder and president of Richter & Company, offers his insight for the coming year. (more…)
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…
Insy and Outsy
Building an effective in-house Price To Win practice No question, we live in trying economic times. It’s bad enough that Federal budget cuts are the…
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…
Knowing Your Customer
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…
Analyzing Through “The Spin” in Competitive Analysis
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…
Strategic versus Tactical Price to Win
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…