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Tuesday, May 27, 2014 | 3:50 PM - 4:50 PM
Chicago 8

Proposal Alchemy: Using Competitive Intelligence to Create Winning Solutions

Randy Richter,
President, Richter & Company


Winning proposal are based on discriminators – features that customers desire that differ from what your competitors offer.  Winning bidders understand that creating a discriminating solution requires knowledge of the customer and competition that goes beyond casual research and informal, last-minute analysis. This session will demonstrate effective techniques for analyzing competitive data to turn "chunks o’ lead” mined through ethical research into "pots o’ gold:”  the actionable intelligence used to create a complete, compliant, compelling – and ultimately, winning – solution.


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Randy Richter

Randy Richter is President of Richter & Company, a Frederick, Maryland based competitive analysis and pricing strategy firm.  His knowledge and experience – combined with outstanding analytical and presentation skills and and an enthusiastic "can do” approach to business – have helped clients gain more than $30 Billion in awards in the highly competitive Federal marketplace over the last three years alone.  He is a highly-rated speaker and very entertaining speaker that you won’t want to miss!


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