I have always be a little suspicious of people on YouTube telling me they can help me win a Government contract. I have been in contracting for over 20 years. Part of that time as a full-time consultant advising large and small businesses in business development and contract execution. There are a lot of variables that change with each contract. There is now way one standard process is going to assure I win major contracts. Here’s an outline of my process.
- Read, Read, Read
- Gate 1
- Create a Requirements Matrix
- Perform Gap Analysis
- PWin
- Conduct a Win Strategy Session (proposal lenses, capture strategy, unique qualifier)
- Gate 2
- Update PWin
- Implement Capture Strategy (NDAs, Teaming Agreements, JVs, ect.)
- Gate 3
- Update PWin Again
- Transition to Proposal Phase
This is just a top level overview of the way I approach contract opportunities before I even start on the proposal and pricing. I have another process for developing the proposal. The problem is each process is tailored for each unique opportunity. Keep in mind, I’m not a parts broker. My last proposal was for $750mil. If you’re a parts broker there is a whole other process.
I started getting off track, but some of the people on YouTube have made selling you their training program their primary business. There are companies that have grown pretty large just selling their training programs. I have had companies pay for me to attend some of their training. I can give you the definition of a unique qualifier, but until you have tried to identify your company’s unique qualifier for a proposal it doesn’t mean a lot.
The government provides all the information you need to understand the processes of Government contracting for free. Their classes are not always the best quality, but take them multiple times with different instructors. All you need to know is available for free. Join NDIA and network with other contractors. They will usually answer questions for you as well.
By the way a unique qualifier is what is the one qualification/capability you can offer the Government/Customer that your competition can’t.
Author: Phil Davidson
I have worked in the Defense Industry as a contractor for over 20 years. I do Business Development for a small aviation company right now, but I have worked as a full-time and part-time consultant over the years. I decided to redesign my website as a place where I can share information about my experience and help companies come together for working together and teaming.