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 identifiable and quantifiable tendencies. Why not use that knowledge to enhance your chances to win? we analyze data of real contract wins and losses to create actionable intelligence so you can make more informed decisions to win more contracts!
Deliverables feature:
| Use case | Why does this matter? |
| Shape your solution to fit agency preferences | Understanding 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 better | No business has a 100% win rate. Even though losses can be disappointing and expensive, it represents an opportunity to win. Use our analyses for specific customers to understand how they make decisions so you can learn where and how you may have lost. |
| Balance price and your solution for optimal chance to win | Price to win is NOT just “how low can you go.” It’s the art of balancing your solution features vs. pricing. Use these reports to help you understand how to achieve that balance so you win more at better price points. |
With as many bids as we are involved with and we analyze, there are certain lessons one can learn. One such lesson is never, ever underestimate the power of management and understanding how to drive down risk. Government evaluators don’t like risk. Quite honestly, who does like risk? It’s the spooky boogeyman that lurks around…
To win a recompete contract, many companies aim to bring innovation to improve program performance. However, doing so without having the proper risk mitigations in place can be a fatal flaw. Read on through an example of an incumbent who failed to secure a recompete award because they introduced too much risk in our newest…
We often hear capture teams claim they can eliminate a competitor through the presence of an organizational conflict of interest (OCI). However, banking on these claims to enable a win is rarely ever fruitful. Read on through two examples of an OCI claim that worked and another typical example of a failure as we continue…
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