Winning a government contract is a major achievement—but it’s only the beginning. Many businesses make the mistake of either focusing too much on execution or shifting entirely to chasing new bids. The truth is: success in government contracting requires doing both—well.
This video & blog will walk you through the next steps after a win, with a focus on scaling strategically, documenting effectively, and refining your government contract writing to increase your chances of repeat success.
1. Don’t Choose Between Execution and Growth—Do Both
Once you win your first contract, it’s tempting to pause and focus purely on execution. Yes, performance matters—especially for strong CPAR scores—but halting your pipeline is a costly mistake.
Government contracts often have long lead times between submission and award (6–12 months). If you stop bidding, you risk major revenue gaps.
Pro tip: Keep your pipeline development running. Automate searches on SAM.gov. Look ahead while you deliver.
2. Specialize First, Then Scale Horizontally
Many first-time winners want to jump industries—going from IT to construction, or healthcare to logistics. That’s rarely effective.
Most RFPs ask for 3–5 similar past performance examples. If you don’t specialize early, your proposals won’t be competitive.
Recommendation:
- Focus on contracts of similar scope, size, and agency
- Build a strong past performance record in one vertical
- Expand regionally or into new agencies only after establishing depth
Why it works: Staying consistent improves proposal quality, reduces writing time, and increases win rates.
3. Master the Paperwork—It’s Your Competitive Edge
If you want to scale, you must document like a pro. Smart documentation isn’t just for compliance—it’s for future government contract writing, proposal reuse, audits, and CPAR challenges.
Key documents to maintain:
- Standard Operating Procedures (SOPs) for all business processes, invoicing, Q&A, and reporting
- Performance Files tracking KPIs, delivery logs, and references
- Contract folders with organized deliverables and submission timelines
Why it matters: Strong documentation allows for quicker proposal turnaround, smoother audits, and stronger performance reviews.
4. Stick With What Works—Then Diversify Intentionally
Working with the same agency (e.g., VA or Army Corps of Engineers) can give you a significant edge. You learn their processes, expectations, and documentation requirements.
But politics and budget changes can affect individual agencies. So once you’re confident, branch out.
Strategy:
- Use wins as trust signals with new agencies
- Leverage past performance to build credibility in new verticals
- Balance “easy wins” with long-term diversification
5. How Many Proposals Should You Submit Each Month?
There’s no one-size-fits-all answer. For some niches, 1–2 well-targeted proposals per year is right. For others—especially in janitorial, construction, or IT—2 to 4 per month is doable and recommended.
Important: Submitting more doesn’t matter if they’re poorly written.
If you don’t have a full-time proposal team, outsource your government contract writing to experts like SAS-GPS. Investing in professional proposal development yields better returns than low-cost, low-quality alternatives.
6. AI Can Help—But It Won’t Win You the Contract Alone
Many tools claim to write government proposals using AI. While AI like ChatGPT can assist with drafts, formatting, or research, it can’t replace strategic thinking or compliance expertise.
Poorly used AI can even introduce plagiarism, misattribute competitor content, or miss key requirements.
Tip: Use AI as a tool, not a replacement. Have your government contract writing reviewed by experts before submission.
Final Thoughts: Momentum Wins in Government Contracting
Every contract you win proves that you meet federal standards. Don’t let that momentum fade. Build internal systems, document rigorously, keep bidding strategically, and invest in professional government contract writing when it matters most.
At SAS-GPS, we help you move from your first contract to your fifth—and beyond. With over $45 billion in contracts won, we know what works.
Ready to scale your wins? Contact SAS-GPS and let’s write your next chapter.
