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Agency evaluation trend analysis

Bidding contracts is very time consuming and expensive.  Understanding nuances of how U.S. Government customers evaluate proposals can be challenging and downright perplexing.  Every agency has their own peculiar preferences and less than obvious tendencies.  Many bidders fail to truly study what and how their customers evaluate proposals any further than using anecdotal evidence.  Worse yet, bidders approach each customer in the same manner.

We know that not all contract pursuits are the same.  Every pursuit is a special little snowflake, but the reality is agencies have tendencies.  Why not use that knowledge to enhance your chances to win?  Our approach to evaluation and “win-loss” analysis uses real data on wins and losses at an agency and is focused on actionable intelligence so you can make more informed decisions.

Deliverables feature:

  • What are the typical evaluation criteria of an agency?
  • What are typical contract pricing types?
  • What is the agency’s bias in favor of incumbents?
  • Above what contract value does the agency value technical benefits over pricing?
  • What are the leading technical and management strengths leading to wins?
  • What are the leading technical and management weaknesses leading to losses?
  • How does the agency conduct price realism or reasonableness measures?
  • What is the agency’s tolerance for risk?

Features & Benefits

  • Become aware of typical root causes of losses at a specific agency so you avoid such known pitfalls
  • Understand technical vs. pricing bias and preferences so you know how to balance them in your proposal
  • Know whether an agency favors incumbents to better how when to challenge an incumbent or not
  • Assess your own risks in pursuits based on price sensitivity or desire for technical innovation
  • Shape your solution to fit known preferences for technical and management benefits
  • Understand price sensitivity so you do not over discount your pricing
  • Better knowledge of how aggressive you can be with technical and management innovations vs. being very conservative in your pursuit
  • Avoid “leaving money on the table” due to hyper aggressive pricing proposals
  • Reduce risk in execution through the same hyper aggressive pricing strategies that compromise performance and later on result in poor performance evaluations

What are use cases for Agency Evaluation Trend Analysis?

Use caseWhy does this matter?
Shape your solution to fit agency preferencesUnderstanding clear trends in what agency’s favor in evaluations and what they typically assess weaknesses to helps you guide your solution development and messaging to “speak their language” so it improves your chances to get more strengths and fewer weaknesses.
Examine your losses to learn what to do betterNo business has a 100% win rate. Even though losses can be disappointing and expensive, it represents an opportunity to win. We combine our data with your debriefs to help you understand why you really lost so you can avoid such mistakes going forward.
Evaluate competitors for major pursuitsHas a major competitor consistently beat you? Are you concerned about a major competitor and how they win? We will assess their wins and losses to de-mystify how they win and lose so you can shape your solution to better compete.

Blog Resources

Deadly Sins: Ignorance is not bliss and your past does not govern your future

January 18, 2023Admin@fedsavvy

The sins of hubris and ignorance continue to plague bidders.  While there are always ample opportunities to engage in poor decision making, let’s learn from these follies.  This pair of sins focuses on “the Government is not your mother” and your past does not govern your future.  Read on as we continue our series in…

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Deadly Sins in Proposals: Adventures in Trick Plays

November 28, 2022Admin@fedsavvy

Does your capture team want to try a trick play to get a competitive advantage?  This can work (perhaps) if you clear it with the referee (a.k.a. your customer), but it can go very badly.  Being creative in capture strategy and solution development can help your prospective chance to win (a.k.a. the dreaded Pwin).  This…

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Deadly Sins in Proposals: The saga continues

August 11, 2022Admin@fedsavvy

We’re back to bring forward yet more “deadly sins.”  While these sins and examples might give us all a good hearty and exasperated groan, let’s learn from these errors so you can be a smarter bidder.  This continues our series in win-loss trends.  Sin #7: Key personnel exceed basic requirements = strength? No!  There is…

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