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FEDERAL | Intermediate/Advanced

Thursday, May 28, 2015 | 1:00 PM - 2:00 PM
Grand Ballroom D


The Decline of the Incumbent Empire:
Rebid Strategies


Lisa Pafe, CPP APMP
Principal Consultant, Lohfeld Consulting Group, Inc.


Once upon a time, every company wanted to team with the incumbent. However, in the past several years, incumbents have lost their advantage in the Federal government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids as non-incumbents. Recent incumbent losses go hand-in-hand with the rise of Low Price Technically Acceptable (LPTA) procurements and the tendency of Source Selection Authorities to select low price bids even in Best Value procurements. My presentation will examine how to respond from two perspectives. First, we will focus on ways incumbents can best defend their position and retain rebid work. Second, we will examine how non-incumbents can take advantage of current Federal market trends in order to defeat incumbent contractors. I will provide ample time for audience participation to discuss both defensive and offensive rebid strategies.



Lisa Pafe, CPP APMP and PMP, Principal Consultant at Lohfeld Consulting Group, Inc., brings more than 24 years of capture and proposal experience. She serves on APMP-NCA’s Board of Directors as Vice President and was formerly Speaker Series Committee Chair. Speaking engagements include APMP-NCA Mid-Atlantic Conference and Expo, APMP UK Skills Development Summit, and APMP International Bid and Proposal Con as well as numerous professional development webinars. Lisa is a LinkedIn Publisher and internal ISO auditor. She holds a B.A. from Yale University, Masters in Public Policy from Harvard University, and Masters in Information Systems from The George Washington University.

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Lisa Pafe
Lisa Pafe



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