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Can you afford to chase premium price? Maybe.
Analysis shows the risk is worth the reward
 When the government awards a contract to other than the lowest priced offeror, it pays a price premium to make that award. How much price premium the government will pay is left to the judgment of the selecting official. This amount varies by type of service or product being procured, details of each solicitation, and experience of the source selection official.
In 1999, the price premium in a GAO study averaged about 7%. In 2010, the price premium in another GAO study averaged about 5%. Today, in the middle of the sequestration battle, the price premium is probably less than that; however, it's difficult to generalize because the price premium can be unique to individual procurements. Here's what we learned from the GAO studies and how you can apply this to your capture strategy.
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
Capture, proposal writing, proposal management, and APMP Foundation-level accreditation
Proposal Management - How government contractors create winning proposals
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
(3 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 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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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 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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 Recent wins for our clients
- Dept. of Homeland Security (DHS), TABSS, U.S. Coast Guard Finance Center, Business Operations Support Services Task Order
- Dept. of Commerce, NOAA, Implementation of Homeland Security Protective Directive 12 for the Office of Systems Development
- Centers for Medicaid and Medicare, Portfolio Management Task Order
- Joint Program Executive Office for Chemical and Biological Defense (JPEO CBD) Omnibus Program and Engineering Technical Support (OPETS) IT Domain IDIQ
- Pension Benefit Guarantee Corporation (PBGC), IT Infrastructure Operations Services and Support for PBGC
- U.S. Army, Software Engineering Center, 3 Distributed Common Ground System-Army (DCGS-A) Task Orders
- Headquarters, U.S. Marine Corps, Program Assessment & Evaluation (PA&E) Studies and Analysis
- Dept. of Navy Assistant for Administration (DON/AA), Information Technology Support Services and Information Technology Support
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APMP Bid & Proposal Con 2013 News
Join us for opening night!
 We're all looking forward to APMP's Bid & Proposal Con 2013 in Atlanta, GA May 28-31.
Join us for the Opening Night Reception sponsored by Lohfeld Consulting Group on Tuesday, May 28!
Be sure to stop by our booth for your chance to win an iPad mini, and add our team's presentations to your must see schedule for the conference!
Getting the most from your proposal budget while increasing your productivity (Lisa Pafe and Brenda Crist) May 29, 2013 3:50 pm
Atlanta Ballroom, D, C, B
7th floor
Learn more...
MS Word tips and tricks for non-desktop publishers: live demo (Briana Coleman) May 30, 2013 2:20 pmAtlanta Ballroom, D, C, B
7th floor |
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Questioning the questions?
 Ask the
Proposal Doctor
Dear Proposal Doctor, The battle over which questions to send to the government customer on a long and not-very-well-written RFP has begun. The desktop publishers want to ask about fonts. The graphics people want to ask about color and foldout pages. The solution architect wants to ask about specifications and performance metrics. The contracts people want to suggest new terms and conditions. The pricing people want to ask about....everything. Just collecting, vetting, discussing, formatting, and submitting the questions could eat up our entire response time. What is a proposal manager to do? How can we streamline this process? -Questioning the Questions Read more...
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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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Some free support
Tools, tips, and templates
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Proposal production across the business development life cycle - phase 3 (Part 4 of 6)
