How to WIN Contracts

Each of these aspects of a successful contract win are of equal importance, one without the others will take away from the effort and leave a gap that someone else can fill to win the competition. Each activity needs to work in conjunction with the others, whether they are performed by one or a group of individuals. Information must flow throughout the process, a process that can and should last for up to 18 months or more from the identification of the target to the submission of the proposal.

What is the secret to winning Government contracts? The secret is systematic planning for the win and hard work. Winning is about knowing what the customer wants. In the case of Government contracts, proposals are evaluated by a Source Selection Board (SSB) that may contain 2 to more than 15 members based on the size or significance of the contract. As with planning any other successful endeavor, planning prevents poor performance, and if you break the required activities down to manageable segments, it makes it a lot easier.

Business Development Activities - The purpose of Business Development contains two equally important aspects, pipeline and customer intelligence. The Pipeline of potential targets needs to be identified well in advance. The gathering and pre-selling of our vision to help the client solve problems is also of great value, as many times, members of the SSB have a favorite contractor prior to issuance of the Request for Proposal (RFP). CLICK HERE FOR MORE DISCUSSION ABOUT BUSINESS DEVELOPMENT.

Capture Management Activities - Assigning the right team to perform Capture activities can make the difference between winning and losing. On single award contracts, there is no second place. CLICK HERE FOR MORE DISCUSSION ABOUT CAPTURE MANAGEMENT.

Proposal Management Activities - The only information that the SSB can use to evaluate your plan for the project is what is contained between the front and back cover of the proposal. The importance of having a compliant proposal that answers all of the Request for Proposal (RFP) criteria and offers added value to the customer is paramount. CLICK HERE FOR MORE DISCUSSION ABOUT PROPOSAL MANAGEMENT.

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