March 9, 2015 Zack Sionakides lpta,pricing,proposals no responses

LPTA – Tactics for Winning

Low price technically acceptable (LPTA) – the bane of most Government contractors business development efforts. All that successful past performance and capture management comes down to essentially commodity pricing. There are many reasons the Government is using LPTA bids in greater frequency: budget pressure, limited acquisition staff to procure more […]

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March 9, 2015 Zack Sionakides agile,proposals,scrum no responses

Agile Proposal Management

Is this a bid and proposal scenario you see in your organization? The proposal gets to the red team (or worse gold team) and the product is just way off. It could be of poor quality, incomplete, or not aligned with the organization’s vision, strategy, and ways of doing business. […]

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February 21, 2015 Zack Sionakides Federal Contracting no responses

Tactics When Subcontracting to Similarly Situated Entities – Part I

Section 1651 of the 2013 National Defense Authorization Act (NDAA) made significant changes to the way that limitations on subcontracting are calculated and authorized similarly situated subcontracting in federal set-aside contracts. The main change was allowing small and disadvantage businesses to subcontract with similarly situated entities without it counting toward […]

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