09
Apr

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 them to win the contract, without consideration to any other detail.  Too often, when we present our Price to Win analysis, we hear, “Well, that’s the number we have to […]


02
Apr

After a convoluted year for the federal government, Randy Richter, founder and president of Richter & Company, offers his insight for the coming year.


28
Mar

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 the detailed solutions and strategies companies are likely to employ to beat our clients. This work is ethical, moral and legal when the research relies on open source, non-proprietary data […]


25
Mar

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 new reality; it’s worse when our elected officials can’t even pass a budget on time.  Forget fear and doubt; uncertainty is the big thorn in our collective paws. For most […]


15
Feb

In the world of competition, be it football games or proposals, every competitor’s strategies boil down to the same thing. Follow the rules. Know the people that are buying into the competition. Demonstrate your strengths. Uncover and utilize your opponents’ weaknesses. Win the game.


21
Dec

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 my programs on hold for the last few months. The world of contracting just isn’t the same as it used to be. So this year, I’d really appreciate. . .


15
Nov

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 are happy with their performance.  So they bid the status quo.  At Richter & Company, we call this incumbentitis.


15
Nov

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 the evaluators of your proposal.


25
Oct

With sequestration looming, ever increasing budget pressures, and “reduced funding” as the political term of the hour, survival, not growth, is the goal over the next few years.


19
Jul

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 to protect his troop from outsiders.