Essential Elements for Developing Winning Proposals

Success is the ultimate accomplishment that every business aims.  The fact is that it’s not a matter of coincidence or good luck; on the contrary, exceptional professional expertise is needed in the Federal acquisition process. Depending on the complexity of the contract, it can take a lot of time until the award decision is made. In order to compete properly for a contract award and assemble a successful proposal, you need to commit time, effort, resources and make fundamental business decisions. You also have to complete all the necessary phases with determination and discipline.

When you decide to compete for federal prime contracts you must ensure that all the below steps are adequately addressed since they’re crucial to success:

Plan Your Winning Strategy

The first and very important step that must carefully be planned is your winning strategy. Developing a detailed and fruitful strategy is indispensable for a successful federal contracting approach.  This refers to both large companies that are familiar with federal contracts, as well as small businesses that are entering the market for the first time.

Successful firms that specialize in government proposal writing services integrate and comprise a wide range of process in this phase. First, they work on identifying supplies or services related to the federal market demands and define which government agencies and industry areas you can do business with. They set goals and make an assessment to determine whether you need to make any adjustments in your internal strategy, services or products that can increase chances to meet those goals.

Thoughtful strategic planning concludes in the creation of a qualified opportunity pipeline, by identifying the Federal agencies most likely to purchase your goods or services.

Implement a Successful Capture Management

Capture management and planning involves particular processes and activities that position your company to win federal contracts that you’ve decided to pursue. The role of your capture manager is to establish a healthy relationship between the business and your customers. They obtain detailed knowledge relevant to acquisition strategy, program, needs, requirements, and expectations of the federal agency.  This way you can present your business capabilities in an adequate way and ensure that your customer fully understands them.

Proposal Development Stage

Proposal development consultants and managers are responsible for producing a compelling, compliant response to a government request for proposal solicitation. This stage demands the most intense effort, use of resources and commitment. In order to prepare a persuasive, appealing, and high-quality proposal, all the teams must focus on the ultimate goal: Win the Contract. A close collaboration between capture, proposal and project leaders is indispensable. The process requires exceptional knowledge, technical writing skills for federal proposals, and a proficient team of proposal managers, proposal writers, editors, and reviewers.

Market Intelligence

Market intelligence, also known as market assessment research, comprises a consistent, ongoing effort to use reliable sources in order to gain knowledge about the market and the activities of the Federal agency throughout the acquisition cycle.

A key element of customer intelligence is accessing information related to future agency requirements. This kind of knowledge gives your company the needed time to develop and market solutions that meet government’s future needs.

Federal contracting timeframes are often lengthy and require continuous supervision to prevent missing significant information. A firm that provides federal proposal writing services must focus on relevant market activities from early capture to contract award.

By |2018-03-30T04:34:03+00:00March 17th, 2018|Federal Government Contracting, Proposal Writing, Technical Writing|Comments Off on Essential Elements for Developing Winning Proposals

About the Author:

Ab Vand has more than 25 years of proposal writing and capture management experience on government contracts especially in defense, construction, and IT sectors. Ab has a track record of writing over 100 successful proposals for above $1 million contracts. Ab is currently the VP of Capture and Proposal Development at GDI Consulting, a well-established firm on proposal writing and contract management. Ab has written a number of articles on proposal writing and capture management, and regularly holds training courses for companies and individuals on ways to improve their winning chances.