Primary research is perhaps one of the most daunting aspects of the competitive intelligence process. It involves gathering information firsthand, or actually talking to people. Randy Richter, president and founder of Richter & Company, often compares the task of conducting primary research to gathering snowflakes. If you stand in the…
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Richter & Company Debuts New Services for Small Business Clients
In an effort to offer increased value, Richter & Company has developed several offerings to cater to the business development needs of our small business…
The Successful Project
At Richter & Company, we don’t believe in fly-over “pigeon” management. You know the kind -- a member of management staff enters the room clueless,…
“History is Not an Exact Predictor” The Value of Evaluating Trends
Historical data is important. At Richter & Company, the last step of our business process is to capture information regarding a program: strengths and weaknesses…
A Process of People
The process of government acquisition is designed to be as objective as possible. But it’s important to remember that the people issuing government requirements and…
Price= Cost + Strategy
With sequestration as an ongoing threat to the federal contracting community, more companies are getting more creative in their strategies. At Richter & Company, we…
But, What About Us? The Importance of Self Assessment in the Federal Contracting World
Your proposal team dutifully takes on the business development process for most projects. But as B&P dollars are cut in an uncertain Federal climate, your…
The Rise of the Dark Horse
Increasingly, during Richter & Company’s pricing assignments, a “Dark Horse” or “Notional Bidder” is named as a target for analysis. As the federal marketplace becomes…
Investing B&P Dollars
Retail companies that are struggling often cut advertising dollars when budgets are tight. In the Federal contracting world, Bid and Proposal dollars are often the…
The Fear of Sequestration
Despite the fact that sequestration was set up as a “worst case scenario” incentive to encourage politicians of all walks to actually get along, March…
