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…
News
Price to Win Advice for 2013
After a convoluted year for the federal government, Randy Richter, founder and president of Richter & Company, offers his insight for the coming year. (more…)
We Never Cross the Line
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…
Insy and Outsy
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…
Ghosting the Competition
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.
My Grown Up (Federal Contracting) Christmas List
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…
“Incumbentitis”
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…
Knowing Your Customer
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…
Weathering the Upcoming Storm
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…
Analyzing Through “The Spin” in Competitive Analysis
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…