AVOIDING MASS CONFUSION: THE COMPLIANCE MATRIX IS YOUR FRIEND
The process of writing a formal business proposal can be exceedingly complicated, especially when responding to a government solicitation. Few other business tasks demand so much time and information from so many different departments while maintaining a consistent format, writing style, and message throughout the submission, which often contains multiple volumes. In general, the proposal […]
WILL 2022 BE THE YEAR YOU OUTSOURCE PROPOSAL WRITING FOR GREATER PROFIT AND MANAGEMENT DISCIPLINE?
How did 2021 compare with 2020 in terms of your closing percentage? How about the dollar value of contracts awarded in 2021 compared to the cost of proposal preparation in terms of time, energy, and senior management opportunity cost? If the trend is not your friend in answering these questions, it just may be that […]
PREPARING GOVERNMENT PROPOSALS – HOW TO BUILD A STRONG FOUNDATION
Before you enter the realm of federal bidding, it is crucial to establish a foundation of understanding upon which you can build successful proposals. Defining your products and services in terms clear to the government, developing a compelling profile (utilizing any available set-aside certifications available to you) as well as capability statement, and locating suitable contract […]
PERFORMANCE-BASED SELECTION – DO YOU HAVE WHAT IT TAKES?
In today’s hyper-competitive world, your company’s performance history matters more than ever. The “old school” approach to federal contracting was characterized by pushing costs down, often at the expense of material and service quality. Today, best-value and performance-based selection is the primary driver of acquisitions. It focuses on the government’s needs and the value, flexibility, […]
ASSESSING THE SCOPE OF A PROPOSAL DEVELOPMENT PROJECT
Developing a proposal can be a harrowing experience. We know! At SAS we’re constantly immersed in proposal work, every day; and after fifteen successful years in this niche industry, we’ve gotten very good not only at writing proposals but at managing the myriad ins and outs of the development process as well. “Yes, yes,” you say, “But […]
DEMONSTRATING COMPETENCE
One of the weightiest intangibles in business is the ability to demonstrate competence. Most people view it as a basic requirement, something as essential as common sense when dealing with other people (and their money). It’s a quality that entices people to listen, spend money, and place trust in others – behaviors that businesses climb […]
HOW DOES YOUR TEAM STACK UP IN TERMS OF FEDERAL PROPOSAL WRITING?
Have you ever stopped to ponder for a few minutes who you have driving your business to the next Federal Award Station? If you are like most organizations, your senior leadership team is so busy with operational issues that little time is spent reflecting on the effectiveness of some of your core Federal business capture […]
FEDERAL ACQUISITION SOURCE SELECTION – HOW DOES THE GOVERNMENT DECIDE?
When awarding grants and contracts, the government does not always select only the lowest priced or highest technically rated bidder. They often make best value trade-offs depending on non-cost factors, especially when the requirements of the contract are less definitive. In cases where there may be more development work required or there may be a […]
PRICING CAN MAKE ALL THE DIFFERENCE IN FEDERAL PROPOSAL DEVELOPMENT
Your success depends not only on locating, negotiating for, and securing business opportunities, but also on navigating the regulations that frame the particular federal contract. The Federal Acquisition Regulations (FAR) and the Competition in Contracting Act (CICA) that regulate the government’s concepts of fair and reasonable pricing are two major components of proposal pricing that […]
BEST SMALL-BUSINESS PRACTICES FOR SECURING FEDERAL CONTRACTS
WHAT ARE THE BEST PRACTICES FOR A SMALL BUSINESS GOING AFTER FEDERAL CONTRACTS? If you’re a small-business looking to break into federal contracting, where do you start? Selling to the federal government is demanding, even for the most established companies. Fortunately, it is also incredibly lucrative, awarding roughly 500 billion dollars in federal contracts each […]
