Over the course of the past several years, “best value” has reigned supreme in the federal contracting world. But with the economic downturn, we’ve seen an increase in Lowest Price-Technically Acceptable (LPTA) contracts. Despite the general aversion for LPTA awards, they’re here to stay. Last summer, Washington Technology did a…
Category: Price To Win
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.…
The Framework of Competitive Analysis
Competitive analysis can be a daunting task. At Richter & Company, we believe strong, reliable processes build the foundation and framework for sound, defensible analysis.…
SWOT to Strategy
Many companies include the SWOT chart as part of a competitive intelligence presentation. They spend a lot of time preparing the strengths and weaknesses, opportunities…
A Strong Knowledgebase
In the journey of competitive intelligence, it’s essential to have some kind of knowledgebase to store information. This knowledgebase allows you to capture data, analyze…
Proposal Writing: Feature versus Benefit
Often times when companies present their solutions before the government, they talk a lot about themselves. When you’re thinking about themes, working a brainstorm session…
New Year’s Resolutions for the Contracting Community
2015 means new opportunities. Not just in terms of upcoming contracts, but within your organization as well. Here are some suggestions on how to make…
Finishing Strong: 3 Habits of Winning Teams
Winning federal business dollars is cutthroat business. Especially in today’s hypercompetitive marketplace where LPTA contracts now represent a third of contract awards, and large ID/IQ…
Avoiding Proposal Mistakes
In an effort to spread the love this Valentine’s Day, we bring you five mistakes of proposals. In the federal contracting world, of course. Ignoring…
The Snow Storms of Capture
With snow and ice storms impacting much of the country this week, we’re reminded that preparing for bad weather is a lot like preparing for…
