One of the most consequential decisions in government contracting is whether to pursue an opportunity as a prime contractor or as a subcontractor. This choice influences responsibility, risk, resource requirements, and ultimately the likelihood of success. A thoughtful prime vs subcontractor strategy helps organizations align pursuit decisions with capabilities, relationships,
In government contracting, discipline is as important as ambition. While winning new work drives growth, pursuing every opportunity can dilute focus, strain resources, and reduce overall performance. A structured no-bid decision framework helps contractors make informed choices about which pursuits deserve investment and which do not.As competition increases and proposal
Many contractors focus their efforts once an RFP is issued, when timelines are short and requirements are fixed. The most competitive organizations invest earlier by engaging with agencies during the pre-solicitation phase. Pre-RFP influencing focuses on shaping understanding, priorities, and acquisition approaches before formal requirements are finalized.When done thoughtfully and
Many government contractors focus their efforts after a solicitation is released, when timelines are compressed and flexibility is limited. The most competitive organizations begin much earlier by engaging in activities that help shape how requirements are defined. RFP shaping strategy focuses on influencing acquisition outcomes before the request for proposal
Successful government proposals are rarely the result of last-minute effort. They are the outcome of disciplined planning, coordination, and execution across the entire pursuit timeline. Proposal lifecycle management provides the structure needed to guide an opportunity from early identification through submission and post-submission activities.As government procurements grow more complex and
Winning government contracts requires more than responding to solicitations as they appear. Successful contractors manage pursuits deliberately, aligning strategy, capture planning, solutioning, pricing, and proposal execution long before a submission deadline. Government pursuit management provides the structure needed to coordinate these activities and maintain focus throughout the lifecycle of an
Government contracting has become increasingly competitive as agencies face tighter budgets, higher scrutiny, and a growing pool of qualified bidders. Technical capability alone is rarely enough to secure awards. Contractors that consistently succeed understand how to differentiate themselves in ways that matter to evaluators. Competitive positioning for government contracts provides
Winning government contracts is rarely the result of a single late-stage adjustment. Contractors that consistently improve outcomes focus on alignment across strategy, capture planning, solutioning, pricing, and proposal execution. Organizations that aim to improve PWIN take a deliberate, structured approach to understanding how each of these elements influences evaluation results.As
Winning federal and state government contracts is rarely about submitting the lowest bid. More often, success depends on how well pricing aligns with evaluator expectations, acquisition strategy, and competitive positioning. Price to win consulting services help contractors develop pricing strategies that balance competitiveness, realism, and profitability while supporting an overall
Federal customer buying behavior plays a critical role in shaping how opportunities are structured, evaluated, and awarded. While acquisition regulations provide a common framework, individual agencies and buying offices often develop distinct patterns based on mission needs, budget realities, and risk tolerance. Contractors that understand federal customer buying behavior are
Hinz Consulting is a proposal, capture, and business development consulting firm. We help customers, including Fortune 100 clients, win Government contracts in every market.
