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.