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Agency evaluation trend analysis

Bidding contracts is very time consuming and expensive. Understanding nuances of how U.S. Government agencies evaluate proposals can be challenging and downright perplexing. Every agency has their own peculiar preferences and less than obvious tendencies. Failing to recognize the fact that price does NOT always reign supreme. In fact, focusing mostly on price is often a path to a loss or “leaving money on the table.” Overcompensating via low pricing reduces profitability and it even puts performance at risk.

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 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?
  • Is there a contract value at which technical evaluations truly overcome pricing sensitivity?
  • How does the agency conduct price realism or reasonableness measures?
  • What are the leading technical and management strengths leading to wins?
  • What are the leading technical and management weaknesses leading to losses?
  • What is the agency’s tolerance for risk?

Features & Benefits

  • 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
  • Become aware of typical root causes of losses at a specific agency so you avoid such known pitfalls
  • Better knowledge of how aggressive you can be with technical and management innovations vs. being very conservative in your pursuit

Ready to get started with an agency evaluation?

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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 in Proposals: Use penalties to secure the win

August 21, 2023Admin@fedsavvy

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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Deadly Sins in Proposals: Faith is not a solution

June 21, 2023Admin@fedsavvy

Would you be persuaded to buy from someone who had no plan on how to deal with inevitable problems in executing a project? No?  Onward and upward as we continue our Deadly Sins series!  Sin #15: Never tell me the odds U.S. Department of Homeland Security, U.S. Customs and Border Protection (CBP), Medical Consultation and…

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Deadly Sins in Proposals: We have a deep bench!

May 23, 2023Admin@fedsavvy

“We have a deep bench” and “We have great corporate reachback” are some of my favorite lies.  While this is not always flawed, it can most definitely boomerang around to kill your bid.  Let’s take a journey down the yellow brick reachback road to see examples of the good and the bad. In this blog…

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