A Consumer’s View of Lowest Price Technically Acceptable (LPTA)

  |  April 10, 2013

Die tCoke Vs Diet Pepsi

I am a LPTA consumer. My drink of choice is caffeine-free Diet Coke, when I shop the "lowest price" I can normally buy a 64 ounce bottle with prices of between ninety-nine cents and $1.99. Some large box grocery stores use a pricing technique of buy 4 for a price of $5. They make us do math and make us think you have to buy in volume to get the $1.25 price which is mostly never true.

Read More

The Continuing Saga of the Fiscal Cliff: Dawn of a New Day

  |  April 10, 2013

iStock 000020111377XSmall

On Tuesday, March 26, the president signed a continuing resolution (CR) that provides definitive appropriations for all federal agencies for the remainder of Fiscal Year 2013. It matters not so much that this CR retains the full $85 billion sequestration. What matters most is that all the federal agencies and military services now have their appropriations in hand.

Now that the agencies and services know the exact amount of dollars they have to spend, the period of confusion and indecision is over. Procurement personnel, from the contract specialists to the assistant secretary level, can now move forward with confidence. As a result, proposal activity should begin to flow at a rate approaching normal speed for the season.

Read More

Your Proposal Activity: Insourced, or Outsourced?

  |  April 10, 2013

red-person


Every company writing proposals faces the critical question:

  • Do we use permanent staff (insourced) or
  • Do we use consultants (outsourced)?

This question is more important than ever before, due to the Sequestration. Winning the most contracts for the least investment is now a matter of life and death for many government contractors.

During the past 20 years, I have seen many companies facing this question. Their answers have ranged from purely insourced, to purely outsourced. Most companies fall somewhere between the two extremes.  So the question becomes, "What is the right mix of permanent staff and proposal consultants?" The decision on where to be within this spectrum depends primarily on two factors:

  1. What are our business development goals;
  2. How granular are the proposals; and what is the flow of the proposal work?
Read More