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…
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.
- 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?