Lohfeld Consulting Group - page 4

A small group of awardees on a given MAC will earn the lion’s share of the total value of all MAC awards. For example, the Top 15 MAC incumbents in FY17 earned nearly 21% of all MAC dollars spent. To further underscore this point, the top 10 businesses on Alliant Small Business and CIO-SP3 Small Business earned 50% of all contract dollars in FY17. So how do a select group of companies earn most of the dollars on a given MAC, and what can other companies learn from their success?

Source: Maximize your competitive edge to win more MAC task orders | Lohfeld

Winning a MAC presents a terrific opportunity to grow your company and should not be squandered. Government contractors won’t win a sizeable share of MAC tasks orders just waiting around for them to drop—it takes careful planning and preparation right from the start. Statistics across MACs indicate the top 10 contractors receive most or all contract awards, approximately 20% of contractors will win less than $10M, and a few will win zero task orders, as indicated by Alliant’s results.

Source: What do you do after winning a MAC? | Lohfeld

Every year mergers and acquisitions impact the positions of many proposal industry members. For example, this year, General Dynamics acquired CSRA, a $4.3B company. Like many proposal professionals, I have gone through several acquisitions and mergers. In one five-year period, I worked for three companies that were acquired by larger companies. If you find your company is being acquired or merging with another company, here are five tips to consider:

Source: The Impact of Mergers and Acquisitions on Proposal Professionals | Lohfeld

I confess. I have bid work without any previous capture effort and no first-hand knowledge of the customer’s requirements. I understand that I just violated every proposal industry best practice and I may have to return my Association of Proposal Management Professionals (APMP) certification. It is clear, bidding without any knowledge of the customer requirements greatly diminishes the chance of winning and increases transition and operational risks.

Source: Bids with No Capture | Lohfeld

Indefinite Delivery/Indefinite Quantity (IDIQ) or Government-Wide Acquisition Contract (GWAC) contract holders can expect a roaring third and fourth quarter 2018, since many bids expected in the Q1 and Q2 were stalled in procurement. Exhibit 1 lists our pick of the Top IT Task Orders, Exhibit 2 lists our picks of Top Professional Services Task Orders for Q3 and Q4.

Source: Get Ready for the Q3 and Q4 SUPER Task Orders | Lohfeld

A compelling solution speaks directly to what the customer values. It details your discriminating value proposition: how your solution exceeds customer expectations for quality, timeliness, cost-effectiveness, compliance, mission success and/or risk mitigation. The emphasis is on the how: in what specific ways your offering will accomplish contract performance objectives resulting in specific proven benefits the customer values.

Source: Seven Keys to Successful Solutioning | Lohfeld

Maryann Lesnick explores how principles of agile and scrum provide opportunities to improve proposal processes and outcome —improving our win rates.

SOURCE: Agile proposal management—team values

Statistics state that the top ten vendors will likely receive fifty-percent of all contract awards

Source: Congratulations, you won an IDIQ! Now what? | Lohfeld

The Federal Government is encouraging agencies to use Best in Class (BIC) government wide acquisition contracts (GWACs) to better leverage their buying power. In a January 5, 2017 report, Improving Government Operations, Helping Agencies Be More Effective and Efficient, the General Services Administration (GSA) stated, “OMB named several government-wide contracts, including a GSA contract, as best-in-class federal contracting vehicles for procuring laptops and desktops. This initiative has already produced negotiated savings of up 27% on IT Schedule 70 contracts.”

Source: Best in Class (BIC) contract vehicles and why you need them | Lohfeld

How difficult is it to collect proof points, metrics, resumes, or past performance related to an opportunity you’re trying to pursue? One way to improve access to your organization’s information assets and improve your win rate is by improving your internal Knowledge Management (KM) system(s).

Source: Creating a unified corporate focus on winning new business through knowledge management | Lohfeld