Can you afford NOT to know what your customer can afford? Your company has products and services to offer, and you have identified a customer who needs them (or something like them) and plans to procure them (competitively, of course).  But the question is-- what can they afford?  This is a simple question, but one that is all too often neglected by capture teams too focused on the features and [...]

We all know federal contracting can be a bit disorganized. Between delays, duplicate contracts, and a tedious process, at times, we are all left scratching our heads, thinking, “There has to be a better way to do this!” That is where category management comes in. The Federal Government has made a push for agencies to [...]

“It is wiser to find out than to suppose”. – Mark Twain Many organizations and capture leaders understand and appreciate the value of Price to Win analysis in enhancing Pwin. Unfortunately, some view Price to Win as a standalone activity that does not require Competitive Analysis to support it. For those who are not familiar [...]

Even though Other Transactional Agreements, “OTAs,” have been around for decades, they have gained popularity in the last few years. A big driver was the National Defense Authorization Act of 2016, which permanently allowed for DoD, military construction, and the national security programs of DoE to award OTA contracts for research, prototype, and production purposes. [...]

The COVID-19 pandemic has forced all of us to adapt to new ways of doing business virtually. Many of us who previously looked askance at telework and virtual meetings have been forced to embrace them along with many now-familiar tools and platforms such as Zoom, GoToMeeting, and Webex. But what about Black Hats? Can a [...]

Randy Richter, Chairman and Price to Win Director at Richter & Company, was a recent guest on episode 19 of Scribble Talk, a podcast that invites well-known industry veterans to share effective strategies for bidding on and capturing federal contracts. Richter was asked to talk about factors that had shaped the development of his Maryland-based [...]

The term “Black Hat” has become a well-known term in business development circles, particularly in the federal contracting world. Many capture and proposal teams regard these exercises as an important – if not crucial – tool in developing an effective capture strategy. Most of us know and agree – at least at a high level [...]

How to keep your business moving in the face of organizational change and uncertainty Whether it’s a Government shutdown, company re-structuring or consolidation through M&A, change can have a negative impact on your organization if the accompanying periods of uncertainty and downtime are not properly managed. In business development, an environment filled with uncertainty can [...]

On September 19th, 2018, Richter & Company will be hosting a webinar focusing on proper ways to gather competitive intelligence at trade shows/conferences. Led by our very own Brandon Conroy (pictured) and Chris Richter, we will be discussing how to identify information about your competitors that will help increase your probability of win on a […]

My name is Ryanne. Pronounced “Ryan” but often said “Ry-ANNE” or on the rare occasion, “Re-ANNE.” When I meet someone for the first time, they typically pronounce my name like either of the latter, and with a mild correction, they usually remember for the future. It doesn’t matter what position you are in or what […]