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:
| 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. 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 pursuits | Has 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. |
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…
The age-old debate of “submitting a technically acceptable proposal and a very aggressive bid leads to a win” is one we hear constantly. Let’s pause though. Is that really true? This routinely comes up in Black Hat reviews as a topic of great and enthusiastic debate. While we presume this is partly a product of…
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