At Richter & Company, we make the call. Primary research-- actually talking to people within industry-- provides quantitative data we need to make sound analysis. On most projects, there are 150 to 300 contacts that we reach out to. In our consulting role, we have flexibility in reaching out to…
Category: The Process
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…
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…
KITs and KIQs: Shaping the Process
Key Important Topics (KITs) and Key Important Questions (KIQs) are essential to shaping the context of research for your competitive intelligence and Price to Win…
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…
An Ethical Culture of Gathering Intelligence: We Never Cross the Line
With conflict of interest issues as a growing concern within the federal contracting community, it’s important that your consultants don’t pollute your ethical processes. With…