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Government contracting can be complex, and navigating the Request for Proposal (RFP) process requires expertise, strategy, and compliance. In a recent conversation between Sarah Pagona, Director of Business Development at SAS GPS, and Yoel Orue, they discussed the most crucial aspects of securing federal contracts, avoiding common pitfalls, and increasing your chances of success.
If you’re looking to break into government contracting or improve your bid strategy, here’s everything you need to know in our new Youtube video below.
Meet the Expert: Sarah Pagona
With over seven years of experience in government contracting and having worked on more than 3,500 proposals, Sarah leads a team that has helped secure over $45 billion in government contracts. SAS GPS specializes in guiding businesses—ranging from small startups to large enterprises—through the intricacies of federal, state, and municipal contracting.
How to Identify the Right Government Contracts
One of the biggest mistakes companies make is bidding on contracts they aren’t fully qualified for. Sarah highlights several key factors to consider before pursuing an RFP:
Check for Compliance First
- Ensure that you meet all qualifications (e.g., small business status, set-asides, past performance).
- Understand the past performance requirements—some contracts demand three to seven prior similar projects to qualify.
- Look at financial feasibility—do you have the capital and workforce to execute the contract?
Red Flags in RFPs
- Quick Turnaround: If an RFP has a suspiciously short deadline, it may already be written for an incumbent contractor.
- Unclear Evaluation Criteria: If evaluation criteria seem vague or open-ended, it may indicate subjectivity in the selection process.
- Overly Specific Requirements: If an RFP requests highly unique qualifications, it could be wired for a specific competitor.
How to Write a Winning Proposal
Winning a government contract requires more than just meeting the minimum requirements—it’s about proving you’re the best choice.
Key Strategies for Success
- Avoid Generic Responses
Many proposals fail because they use boilerplate language that doesn’t actually answer the government’s needs. A strong proposal should:- Provide detailed responses rather than “yes, we can do this” statements.
- Explain how you will perform the work with a clear step-by-step plan.
- Use data and case studies to back up your claims.
- Plan for Pricing Competitively
- The government wants high-quality work at the lowest possible price.
- If a contract is Lowest Price, Technically Acceptable (LPTA), bidding too high will automatically disqualify you.
- Understand past pricing—look at previous contracts to determine a realistic yet profitable bid.
- Differentiate Yourself from Competitors
- Show how your company adds value beyond just fulfilling the basic contract requirements.
- Highlight cost-saving efficiencies, innovative approaches, and strong key personnel.
- Leverage a Strong Team & Past Performance
- If you lack direct past performance, find a teaming partner or subcontractor whose experience can strengthen your bid.
- Emphasize your team’s expertise with detailed resumes that match the contract requirements.
Why AI & ChatGPT Won’t Win Your Proposal
Sarah warns against relying on AI-generated proposals without human oversight. While AI can be helpful for drafting content, government contracting requires nuanced responses tailored to the agency’s specific needs. A successful proposal:
- Addresses the mission and funding priorities of the agency.
- Provides clear solutions with measurable success metrics.
- Avoids generic AI-generated filler that lacks strategic insight.
Why Work with SAS GPS?
Many businesses attempt to handle proposals in-house, only to waste time and money when they fail to win. SAS GPS offers expert proposal writing, compliance checks, and bid strategy support, helping companies secure long-term government contracts.
What Sets SAS GPS Apart?
✔ Firm Fixed Pricing – No surprise costs. You get a clear price upfront.
✔ Customized Support – Whether you need full proposal writing or targeted compliance checks, SAS GPS tailors services to your needs.
✔ Industry Expertise – The team has a winning track record across all federal agencies, ensuring higher bid success rates.
Final Thoughts
Winning government contracts isn’t just about submitting a bid—it’s about strategic preparation, strong proposals, and expert execution. Whether you’re new to federal contracting or looking to improve your success rate, SAS GPS can help you navigate the process efficiently.
📞 Need help with your next bid? Contact Sarah Pagona and the SAS GPS team today to ensure your next government proposal is a winning one.
