“Incumbent-itis”: How to Avoid Losing your Federal Proposal Recompete

  |  August 28, 2019

During my 25 years as a proposal services vendor, I have observed HOW many incumbent contractors approach their bids to win the contract again.  Our company has assisted incumbents with contracts valued at from $50 M to $1.5 B.  These competitions have been some of the most ticklish and challenging assignments of our career.  This is because of the unique challenges facing incumbent bidders.
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How to Find and Manage Teaming Partners

  |  July 18, 2013

APMP panel discussion summary provided by Russell Smith

Those who didn’t attend the Wednesday, July 15, meeting of the National Capital Area APMP in Falls Church, Virginia missed a best-of-the-best panel discussion on finding and managing teaming partners.  Panelists included:

  1. Bill Szymanski – VP Federal Civilian & Health IT Solutions – URS
  2. Esther Burgess – VP GWACs & IDIQ Center – Indus Corporation
  3. Greg Fitzgerald – VP – Information Technology Coalition
  4. Moderator – Alex Brown – Director of Services – OST Technical Solutions Read More

“Price-to-Win” – The Logical Next Step for Growing Your Business

  |  July 15, 2013


How can a company best use ‘price-to-win’ (PTW) analysis to help win government contracts?  Imagine you are a CMMI Level 3  IT company bidding a service opportunity. You learn there will be four competitors, and they are all CMMI Level 4 or 5.  Would you still bid?  Or, what if you were bidding a services contract and learned that the Government had already performed an analysis of all contractors’ rates by labor category and indirect rate structures and intended to use this to determine the reasonableness of bids received?  Would this impact your labor rates or labor mix? 

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