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…
By Light Professional IT Services was founded in 2002 as a small family business and has since expanded to a large organization with more than 2,000 employees. By Light serves government customers in the Defense, Intelligence and Federal Health sectors and provides solutions in artificial intelligence (AI); cloud and managed services; communications; cyberspace operations; IT…
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…
We first examined Palantir in April 2021, outlining the company’s history, products, and core U.S. government customers. Included below are updates on their financials, work with top customers, and several noteworthy company developments. Developments over 2020 and 2021 According to their 2021 annual report, Palantir’s government business continued to constitute the majority of their business,…
Leidos is eating ALL the candy. Read on if you want to know more.
Historically, antitrust enforcement has not been a significant factor in the government contracting (GOVCON) industry. However, the GOVCON industry has seen a recent increase in antitrust activity with involvement from the Federal Trade Commission (FTC) and U.S. Department of Justice (DOJ). Are these isolated incidents or the beginning of a new trend? In February 2022,…
This is a follow up to our December 2020 update of ManTech. Since we last looked at ManTech, the company was bought by The Carlyle Group in an all-cash transaction with a value of approximately $4.2 billion. There were some interesting potential buyers when the journey to sell ManTech started. However, the classic private equity…
Headquartered in Alexandria, VA; Systems Planning and Analysis (SPA) provides knowledge-based technical, operational, programmatic, policy and business solutions to support national security objectives. The company’s core capabilities include operations research, modeling and simulation (M&S), risk assessment, geospatial analysis, data science, wargaming, synthetic training environments and 3D modeling. Customer landscape Since SPA’s genesis, the U.S. Department…
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…
