Proposal Management; Increasing Wins at the FY End

Decades of federal government contract spending habits have proven to be a direct cause of the dramatic increase in awarded contracts as the September 30 fiscal year-end approaches. Even with a reduced budget, the “use it or lose it” mentality is a driving force in government purchasing at this time of the year, whether it is for a $100 credit card purchase or a $10 billion contract. Although not all agencies award their contracts in this way, a large majority of federal agencies do. Now is the time to make some tactical improvements to the proposal development process.

Positioning

Positioning a company for success is one of the first, and most important things a company can do. The practice of positioning begins early but is one of the defining factors for determining ultimate success in the bidding process. This means meeting with the actual decision-makers involved in the acquisition well before the fiscal year end; however, getting those meetings can seem to be virtually impossible without a well-thought out strategy. Understanding the mission, requirements, and objectives of the target customer and developing a winning solution is critical to creating a winning proposal

PWIN

One of the biggest decisions in the entire bid and proposal process is determining which opportunities to bid. Appraising the PWIN, or the “probability of a win,” for the opportunity; identifying which are worthy of the investment in time, energy, and additional resources.  Every organization should be equipped with the necessary tools to objectively assess each opportunity as a critical element in the bid/no-bid decision. Specifically identifying opportunities that have the greatest PWIN can focus positioning for near and far term.

Proposal Management

Fine tuning the proposal development process to increase win rates and reduce the cost of responding to requests for proposals (RFPs) is the next step. Amid the flurry of year-end solicitations, proposal development can be overwhelming and difficult to navigate for seasoned contractors and meeting the proposal submission requirements for these opportunities can be a stretch for any size business. Understanding when to look outside your organization for support can be an added tool for any business to successfully maximize the ability to respond to year-end federal government requirements.

Heading to the fiscal year end finish line is the time to focus, be strategic with your time resources, and position for a strong lead in to the last calendar quarter.

Make an appointment to discuss your proposal development support or to explore positioning your company for increased success in the federal marketplace. Set up an appointment

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