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…
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.
- 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?