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:
| 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 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…
Oh, the nonsense we con ourselves into believing is not always going to catch on! It’s that time for the obligatory eye roll at another deadly sin. Read on as we continue our series in win-loss trends. Sin #13: Industry leading best practices = strength U.S. Department of Defense, Defense Information Systems Agency (DISA) IT…
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…
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