Both emerging and experienced players in the government contract arena know one thing for certain: current government contracting is focused primarily on cost savings and efficiency. In other words, how successful your firm is in winning business with government customers will depend primarily on your ability to provide goods and…
News
Should You Compete in a Price War with an Incumbent?
Can you win a government contract when you are bidding against an incumbent that has been entrenched with an agency for many years? The answer…
Recency and Relevancy: Gaining a Window Into a Competitor’s Past Performance
Earlier this month, we discussed the federal source selection process, including how proposals are reviewed, evaluated, selected, and ultimately awarded. To recap, we talked about…
Understanding the Federal Source Selection Process
When the federal government issues an RFP asking companies to submit proposals to manufacture goods or supply services on a contract basis, the application process…
Richter & Company Announces New Additions to Competitive Intelligence & Price-to-Win Team
We're excited to announce two new additions to our team! Adam Stormer has joined Richter’s Competitive Intelligence team as a Research Analyst. Mr. Stormer began…
When It’s Time to Rebid a Contract: Avoiding Incumbentitis
Where and when is a little knowledge a dangerous thing? Sometimes, when it’s time to rebid a government contract in the federal marketplace, knowing more…
PTW (Price to Win) G&A vs. Overhead in Developing Aggressive Costs
Developing Aggressive Pricing: Overhead vs. G&A The government contracting arena is filled with words, phrases, and acronyms that can be difficult for the less experienced…
Parametric Price to Win (PTW) Analysis: When & How to Use It to Win More Work
When you’re looking for a ballpark estimate, an analogous (AKA “back of the envelope”) calculation may be all you need. After a quick look at…
SWOT—So What?
SWOT analyses have been around a long time, and continue to be popular in the business development community. Unfortunately, the vast majority of SWOT analyses…
Barriers to New Market Entry: Sunk v. Relevant Costs
The way you handle sunk costs when attempting to break into a new market in the federal contracting arena can be the difference between success…
