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The Untold Truths About Winning Big in Government Contracting
If you’re pursuing federal contracts worth over $3 million, you’re likely discovering that what worked in the past is no longer enough. The landscape has changed—and not just in ways you can Google. From new award trends to cybersecurity crackdowns and AI in proposal review, 2025 has quietly rewritten the rules of the game.
At SAS-GPS, we’ve helped clients win over $45 billion in federal awards. And in this post, we’re breaking down what no one else is telling you—straight from the frontlines of proposal development, bid strategy, and compliance support.
Best Value is Beating Lowest Price
In 2025, agencies are prioritizing best value trade-offs over lowest price technically acceptable (LPTA) evaluations. This means proposals that demonstrate mission alignment, reduced risk, and accelerated delivery are winning—even when priced higher.
Contracting officers now look at:
- Realistic staffing costs
- Delivery confidence
- Past performance that demonstrates how you’ll succeed—not just that you’ve done similar work
If your proposal cuts corners to underbid, you’re not just risking profitability—you may lose credibility entirely.
Speed Is Everything: RFPs Are Dropping Fast
Forget the old 30-day turnaround. SAS-GPS has seen a surge of two-week RFP timelines, even on large awards. If you’re not engaging during the pre-RFP phase, you’re already behind.
Pro tip: Participate in industry days, respond to draft RFPs, and maintain contact with contracting officers early. Being proactive gives you insight into agency priorities—before the final RFP hits SAM.gov.
Policy Shifts You Can’t Ignore
Some of the most impactful changes in 2025 include:
1. Buy America Is Getting Serious
The Buy America threshold is now at 65%, heading toward 75% by 2029. Steel from China? Not allowed. This directly affects suppliers and service firms alike if your offering includes material goods.
2. Cybersecurity is Under the Microscope
Agencies—especially DOJ and DoD—are leveraging the False Claims Act to prosecute firms that misrepresent their cybersecurity posture. If your SSP or CMMC certification isn’t accurate, don’t fake it—it could cost you your contract, or worse.
3. SAM.gov Registration Must Be Active—Always
You must now be active in SAM.gov at both time of offer and time of award. Letting it lapse could kill your bid instantly.
4. Late Payments to Subs Can Hurt Your CPARS
Delaying payments to small business subcontractors can now impact your past performance ratings—and cost you future wins.
AI Is In the Room—And It’s Judging You
Agencies are now screening proposals with AI tools. Yes, really. The federal government recently procured enterprise AI licenses through GSA. Your proposal might be scored initially by a model before a human even reads it.
What this means for you:
- Don’t let AI write your proposal.
- Use AI to run compliance checks, create deliverable calendars, or build pricing models—but always have a human edit and verify.
- Expect AI-generated RFPs and AI-screened responses to increase significantly.
Red Flags That Sink Bids (Even Big Ones)
SAS-GPS has seen firms lose high-value bids because of these mistakes:
- No narrative around past performance: If you don’t explain how your past work applies to this contract, it won’t score well.
- Unrealistic labor rates: You can’t win with fantasy pricing. Agencies are now scrutinizing proposed rates for feasibility.
- No financial runway: If you can’t cash flow the work, you’re a risk.
- Undisclosed foreign ownership or advisory ties: These are more scrutinized than ever.
- Cybersecurity gaps: Especially if you’re claiming a CMMC Level 2 posture you can’t support.
How SAS-GPS Helps You Stay Ahead
SAS-GPS isn’t just a proposal shop—we’re your strategy partner. Here’s how we help companies like yours win:
- Pre-RFP strategy: Helping you shape the opportunity before it’s public
- Proposal management: Full-service writing, compliance, graphics, pricing, and production
- AI-guided reviews: Ensuring your proposal clears both human and machine readers
- CPARS services: Helping you manage risk, subcontractor payments, and documentation
We work with you only when needed—and our fixed-price model means no surprises.
Final Thought: Don’t Let a Changing Landscape Leave You Behind
The federal contracting space is shifting fast—and the winners are those who adapt.
If you’re ready to raise your game, partner with a team that knows how to win in today’s climate. Whether you’re an emerging small business or an established prime, SAS-GPS helps you navigate the complexity and deliver compliant, compelling proposals that score.
