Robert Lohfeld -- Columns -- Washington Technology

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Successful bidders must get past all three. Can you?</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_0" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">May 16, 2012</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_1" class="kicker">OPINION</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_1" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2013/08/06/insights-lohfeld-5-steps.aspx">5 steps to winning proposals</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_1" class="summary">Your technical team plays a critical role in developing a winning proposal. Here are five steps you need to master to make sure your proposals have the best chance of success.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_1" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Aug 06, 2013</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_2" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_2" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2010/02/01/insights-lohfeld-capture-management.aspx">Resolve to improve your win rate</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_2" class="summary">The first step in a good capture management process is learning to define and refine the processes you use to win new business.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_2" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Jan 27, 2010</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_3" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_3" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2010/10/11/insights-lohfeld-government-debriefings.aspx">Get the most out of your contract debriefing</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_3" class="summary">A debriefing provides a better understanding of how the government evaluated your proposal and what you could have done differently to improve your proposal score, writes Bob Lohfeld.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_3" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Oct 27, 2010</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_4" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_4" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2012/03/12/insights-lohfeld.aspx">How to avoid a contract protest </a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_4" class="summary">As the number of protested contracts increase, here are some precautions to take to avoid this potentially costly delay or loss of a procurement.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_4" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Mar 22, 2012</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_5" class="kicker">OPINION</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_5" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2012/09/27/insights-lofeld-lower-proposal-costs.aspx">Do's and don'ts of lowering your proposal costs</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_5" class="summary">Today's market is pressuring companies to lower costs. Here's what you can gain and lose by reducing your spend on proposals.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_5" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Sep 27, 2012</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_6" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_6" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2010/08/02/insights-lohfeld-tips-on-hiring-proposal-consultants.aspx">5 tips for hiring a proposal consultant </a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_6" class="summary">When shopping for a proposal consultant to help with a particularly heavy workload or provide additional expertise, it’s important to pay attention to five key factors, writes Bob Lohfeld of Lohfeld Consulting.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_6" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Aug 02, 2010</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_7" class="kicker">OPINION</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_7" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2014/04/28/insights-lohfeld-bid-protests.aspx">How good are your chances of winning a bid protest?</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_7" class="summary">Bid protests have become a fixture on the government contracting scene, but what your chances of success? Bob Lohfeld's analysis teaches us that a lot depends on how you define victory.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_7" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Apr 28, 2014</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_8" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_8" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2012/07/20/insights-lohfeld-words-proposal.aspx">100 words that kill your proposal</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_8" class="summary">Capture management expert Bob Lohfeld gives a tutorial on words to avoid when writing your bid proposal.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_8" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Jul 20, 2012</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_9" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_9" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2012/08/29/insights-lohfeld-measure-capture-management.aspx">4 keys to better capture analytics</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_9" class="summary">Bob Lohfeld offers the four critical areas for analyzing the success of your contract pursuit decisions. Do you know how to measure your wins and losses?</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_9" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Aug 29, 2012</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_10" class="kicker">2013 RFP INDEX</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_10" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2013/07/24/lohfeld-rfp-analysis.aspx">Where have all the RFPs gone?</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_10" class="summary">In this exclusive Washington Technology Insider analysis, Bob Lohfeld tracks the flow of RFPs so far in 2013 and the picture isn't pretty. The number of solicitations has taken a nose dive. Is there any hope of a recovery?</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_10" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Jul 24, 2013</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_11" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_11" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2011/07/05/insights-lohfeld.aspx">5 predictions for the 2020 market</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_11" class="summary">Bob Lohfeld offers predictions on the future of the government market. Will things be better or worse in 2020 — or both?</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_11" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Jul 07, 2011</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_12" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_12" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2010/12/14/commentary-lohfeld-contract-discussions.aspx">What the government won't tell you about your proposal</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_12" class="summary">What's left unsaid can be as important as what's said when discussing your proposal with your government customer. </p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_12" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Dec 14, 2010</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_13" class="kicker">OPINION</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_13" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2012/12/12/insights-lohfeld-benchmarking-proposals.aspx">Today's market demands benchmarking proposals. Here's how.</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_13" class="summary">Bob Lohfeld offers advice on how to benchmark your proposals and increase your win-rates.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_13" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Dec 12, 2012</li> </ul> </div> <div> <p id="ph_pcontent1_0_ListViewMain_KickerText_14" class="kicker">COMMENTARY</p> <h3 id="ph_pcontent1_0_ListViewMain_MainHeading_14" class="title"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/articles/2011/01/31/insights-lohfeld-influence-contract-requirements.aspx">5 ways to shape how agencies pick winning proposals</a></h3> <p id="ph_pcontent1_0_ListViewMain_Summary_14" class="summary">Columnist and capture management consultant Bob Lohfeld explains the role contractors should play in helping agencies develop evaluation criteria for awarding contracts.</p> <ul id="ph_pcontent1_0_ListViewMain_ByAuthor_14" class="byline"> <li class="author">By Bob Lohfeld</li><li class="date">Jan 21, 2011</li> </ul> </div> <div class="pagination"><ul> <li><a href="#" class="prev disablelink">« previous</a></li> <li><a href="#" class="currentpage">1</a></li> <li><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/Articles/List/New/Robert-Lohfeld.aspx?Page=2">2</a></li> <li><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/Articles/List/New/Robert-Lohfeld.aspx?Page=3">3</a></li> <li><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/Articles/List/New/Robert-Lohfeld.aspx?Page=4">4</a></li> <li><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/Articles/List/New/Robert-Lohfeld.aspx?Page=2" class="next">next »</a></li> </ul> </div> </div> </div> </div> <div class="sContent"> <noindex> <div id="ph_scontent1_0_pnlSearch" class="search"> <fieldset> <input name="ph_scontent1_0$txtSearch" type="text" id="ph_scontent1_0_txtSearch" onfocus="FocusSearchBox('ph_scontent1_0_txtSearch')" onblur="BlurSearchBox()"/> <select name="ph_scontent1_0$ddlCollections" id="ph_scontent1_0_ddlCollections"> <option selected="selected" value="4fc957c784494f69bdb45382f70032c1">Washington Technology</option> <option value="5e66b86e469d467791edbcba89af0060">FCW</option> <option value="cb4ad1b31adc414ba552513d2116c49f">GCN</option> <option value="0aa62ea0bb2d4ff5ab7e08e22d870c66">Defense Systems</option> </select> <input type="submit" name="ph_scontent1_0$btnSearch" value="Search" id="ph_scontent1_0_btnSearch" class="submit" formnovalidate=""/> <p id="ph_scontent1_0_AdvancedFormLink" class="advanced"><a href="https://web.archive.org/web/20201010140641/https://washingtontechnology.com/Forms/Advanced-Search.aspx">Advanced Search</a></p> <input type="hidden" id="hdnSearch" name="hdnSearch" visible="false"/> </fieldset> </div> </noindex> <noindex> <div id="login"> <div id="ph_scontent1_1_ctl00_pnlLogin" onkeypress="javascript:return WebForm_FireDefaultButton(event, 'ph_scontent1_1_ctl00_btnSignIn')"> <div><a id="showTrigger" href="#" class="showTrigger">Login | Register</a></div> <div id="loginfrm" class="hide"> <table width="95%" border="0" align="center"> <tr> <td><h4>What is your e-mail address?</h4></td> </tr> <tr> <td>My e-mail address is:<br/><input name="ph_scontent1_1$ctl00$txtUserID" type="text" id="ph_scontent1_1_ctl00_txtUserID"/></td> </tr> <tr> <td><h4>Do you have a password?</h4></td> </tr> <tr> <td><input id="ph_scontent1_1_ctl00_rdbNewMember" type="radio" name="ph_scontent1_1$ctl00$Login" value="rdbNewMember"/><label for="ph_scontent1_1_ctl00_rdbNewMember">I don't have a password. 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