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Why some companies embrace LPTA contracts
 Lower barrier to entry means marginally credible firms have shot at winning procurements
Some companies are actively seeking lowest price, technically acceptable (LPTA) professional services bids-but they're not the companies you'd think. You'd expect companies with deep experience in their fields that have honed their operating costs to the minimum and are operating at maximum efficiency to seek out LPTA bids where they could compete on price-but it is just the opposite.
Inexperienced, marginally credible firms are finding LPTA procurements provide a unique opportunity to penetrate government market segments that they would otherwise have been unable to enter. Here's how it works.
Read Bob Lohfeld's article from Washington Technology.
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Latest capture and proposal Insights blog posts
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Professional training class schedule
Join Brooke Crouter for this 1-day training course and improve your win rate when pursuing government contracts. (Eligible for 10 APMP CEUs.)
Join Beth Wingate for this 1-day training course. We'll examine the Proposal Management process from pre-proposal through post-submission activities. ...And, we'll share our industry best practices, tips, tricks, and tools for managing every aspect of your proposals. (Eligible for 10 APMP CEUs.)
APMP Foundation Level Accreditation Training
(4 class dates)
This course trains students in 22 competency areas covering the bid and proposal field. The competencies are classified into five groups: sales orientation, information research and management, planning development and management. The course explains best practices for implementing the competencies and provides constructive exercises and practice test questions.
Join Brenda Crist for this 1-day course or 4-day webinar to prepare to take the APMP Foundation exam.
Register now for May 10, 2013, Waterford at Springfield, VA class
Register now for July 8, 15, 22, 29, 2013, 4-part webinar
Register now for Sept. 13, 2013, Courtyard by Marriott Chevy Chase, MD class
Register now for Nov. 8, 2013 Waterford at Springfield, VA class
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Need help with capture and proposal processes and infrastructure?
 We provide capture and proposal process benchmark evaluations, and we develop process-improvement roadmaps to increase your government business acquisition win rate. We can tune up your existing processes and build and implement your business development infrastructure enterprise-wide. Contact Bob Lohfeld at 410.336.6264 or RLohfeld@LohfeldConsulting.com to discuss your proposal process and infrastructure support requirements.
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Corporate training
Capture, proposal management, and proposal writing - delivered on-site
 Let us design and provide your corporate on-site capture, proposal management, and proposal writing training programs.
On-site APMP Foundation-level Accreditation training
Train your capture and proposal team and achieve APMP Foundation-level Accreditation for everyone in your organization.
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Forward to a friend
 We hope you found our Capture & Proposal Tips eBrief interesting and informative! Please feel free to forward this monthly eBrief to your colleagues so they can stay current with the latest capture and proposal management news and tips.
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Is it always necessary to create graphics first?
 Ask the
Proposal Doctor
Dear Proposal Doctor, My capture manager is insisting that we complete a big stack of graphics before we write any proposal text. We have a decent amount of time for this proposal, more than we usually get. But, my writers are worried about how long the graphics process will take and the compressed writing schedule that will surely follow. Is it always necessary to create graphics first? Where did this rule come from? How can I make it work with a team that does not really think visually? I understand the capture manager's point of view, but I also see where the writers are coming from. Please help. -Stuck in the Middle Read more...
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New Lohfeld capture
and proposal books
Available on Amazon.com
and by special order
Best Informed Wins - Collected Articles of Bob Lohfeld from Washington Technology
2010 - 2012
 Bob Lohfeld shares his capture management and proposal management thoughts and best practices - along with business development advice for the government contracting industry.  Buy Now
Lohfeld Consulting Group Insights -
Capture & Proposal
Insights & Tips
 by Beth Wingate and Lohfeld Consulting Group, Inc. Our experts share their proposal development and capture management-related tips, hints, and tricks - along with thoughts on best practices in proposal development. For bulk orders at a 50% discount (40 or more copies), contact Beth Wingate at
Info@LohfeldConsulting.com.
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Need capture and proposal support?
Let us lead your must-win proposal to victory  Our mission is to help our clients win more government contracts.
When you need help with capture management or creating a winning proposal, let our capture and proposal experts support you.
Our team of over 100 consultants average more than 20 years' experience pursuing, managing, and writing competitive proposals for government contractors. We specialize in IT, aerospace and defense, professional services, and other technology-related procurements.
Contact us, visit our web site, or call us today at 703.820.0075.
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