Source Selection Evaluation: How the Government Chooses Winners
Source selection evaluation is where federal contract awards are decided, yet many contractors misunderstand how evaluation really works. Too many teams treat evaluation as a scoring checklist instead of a risk decision process. In reality, agencies use source selection evaluation to answer one core question: which contractor represents the lowest overall risk to mission success. […]
Contract Transition Management Best Practices
Contract transition management is one of the most underestimated phases in federal contracting. While many contractors focus heavily on capture, proposal, and award, transition is where performance credibility is established. Poor transition execution can damage customer trust, trigger performance risk flags, and impact CPARS ratings that influence future awards. Strong contract transition management reduces operational […]
Subcontract Positioning Strategies That Improve Win Probability
In federal contracting, subcontract positioning is often treated as a last-minute proposal staffing exercise. In reality, subcontract positioning is a strategic capture function that can directly influence win probability, pricing competitiveness, technical strength, and evaluation risk perception. Contractors that treat subcontract strategy as part of early capture planning consistently outperform those that build teams late […]
Understanding the Government Customer Journey
Winning in federal contracting requires more than responding to an RFP. Agencies move through a defined decision-making journey long before a solicitation is released. Contractors that align to the government customer journey consistently outperform those that wait for formal procurements to begin engagement. Many missed opportunities happen because contractors focus only on proposal response instead […]
Proposal Pricing Mistakes That Cost Government Contractors Wins
In government contracting, pricing is rarely just about being the lowest bidder. Agencies evaluate price in the context of risk, realism, technical strength, and overall value. Yet many contractors still approach pricing as a last-minute spreadsheet exercise instead of a strategic discipline. Many proposal pricing mistakes happen when pricing is disconnected from capture, customer intelligence, […]
Incumbent Advantage Strategy for Government Contractors
Being the incumbent on a government contract provides familiarity with the customer, mission, and operational environment. However, incumbency alone does not guarantee success in a recompete. Agencies often expect improvement, efficiency, and innovation during follow-on procurements. Incumbent advantage strategy focuses on converting operational knowledge into clear, defensible advantages that resonate with evaluators.Without deliberate planning, incumbents […]
BAFO Pricing Strategy: Informed Final Pricing Decisions
Best and Final Offer requests represent a critical moment in the government procurement process. At this stage, agencies have narrowed the competitive field and are seeking final pricing and, in some cases, limited proposal revisions. Decisions made during this phase can determine award outcomes. A disciplined BAFO pricing strategy helps contractors respond strategically rather than […]
Recompete Capture Planning In GovCon
Recompetes present a unique challenge in government contracting. While incumbents benefit from familiarity with the customer and requirements, they also face heightened scrutiny and aggressive competition. Past performance alone rarely secures a renewal. Recompete capture planning provides the structure needed to defend position while adapting to evolving customer priorities.Agencies often use recompetes to introduce new […]
IDIQ Proposal Management Guide
Indefinite Delivery Indefinite Quantity contracts are designed to streamline government buying, but they introduce ongoing proposal demands for contractors. Winning the base IDIQ award is only the beginning. Sustained success depends on how effectively organizations manage repeated task order competitions over the life of the contract. IDIQ proposal management provides the structure needed to handle […]
Task Order Capture Strategy
Winning an IDIQ contract is only the first step in generating revenue. The real competition often occurs after award, when agencies release task orders that determine actual workload and funding. Contractors that treat task orders as standalone proposals often struggle to maintain consistency and momentum. A disciplined task order capture strategy helps organizations compete effectively […]