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 recommendations for consistently winning federal dollars: Plan your work; work your plan. Get involved in the program early. If you’re an incumbent contractor, even earlier…
Category: Terms of Art
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,…
What is Price to Win?
Price to Win is both a process and a result. Price to Win as more than a number, but could be best defined as the…
The Two Things (Most Likely) Wrong With Your SWOT Analysis
Whether you love them or hate them, SWOT Analyses have been around for many decades, and they continue to pervade the realm of business development…
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…
LPTA Awards: Sad to Say, They’re Not Going Away
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…
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…