Federal contracts are a very lucrative business. However, learning how to acquire projects takes time, effort and investment. Proposal writing for government contracts is by no means a simple process. However, if you attempt to respond to the agency's Request for Proposal (RFP), you will have to bring more to the table than just having a good technical writer. The reality is that the "status quo" no longer gets the win. You have to do more than the basic RFP requirements.
Agencies are now leaning towards trade-offs to justify their best value determinations. Lowest price does not necessarily get the award. As former government contracting officials and members of source selection teams, we have actually reviewed eloquent proposals and perfected efforts by technical writers - we know firsthand that only the proposals that have substance and give the government added value and what source-selection officials want to know actually win the contract. The agency wants to feel like it is getting a good deal - not just reviewing bids with the basic solicitation criteria.
Reasons Why Government Proposals Fail: The first thing to consider when responding to a multi-million dollar offer is whether you have the budget to do what it takes to win. Successful companies spend anywhere from $13K to $20K for proposal writing services for a contract valued anywhere from $1M-5M. Never just cut and paste old proposals for an upcoming project. Agencies spot templated responses from a mile away and automatically put your package proposal to the bottom of the pile.
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