A large part of my business is advising folks on how to win proposals from government agencies. As mentioned in my last article, government agencies are typically the largest purchasers of goods and services throughout the United States. There is much business to be earned. I hope my tips below will propel you to win proposals from these agencies.
1. Market Research
In order to increase win rates with government agencies, it is imperative that you do market research to determine the target audience. In doing so, you should identify what government agencies are buying, who the buyers are, and attempt to gain insight to who they are working with now, what is going well, and what could be improved upon. This activity should be implemented well in advance of when projects go out to bid.
2. GO/NO Process
Create what I call a GO/NO process. This is essentially a checklist to help you identify attributes of government contracts that are in alignment with your company’s mission, goals, and capabilities. Here are some examples of what may be included in a GO/NO checklist:
- Bid Due/Start State
- Bonding Requirements
- Project Size
- Location of the Project
- Scope of Work
- Project Start-Up Costs
- Staffing Requirements
- Experience and Past Performance Requirements
- Profitability
3. Automate Search Engines
Establish automated search engines within government portals so that you are well informed of bids and proposals that are coming out for bid. There are some services which will inform you of the different incumbent vendors and when current contracts are expiring—a potentially worthwhile investment that can help you stay abreast of upcoming projects.
4. Think Like a Proposal Evaluator
When responding to Requests for Proposals (RFPs) from government agencies, it is crucial that you respond with answers to questions in a simple and easy-to-understand manner. This means eliminating marketing fluff and staying on point when describing who you are, what you do, and your proposed approach to a government solicitation.
5. Teamwork: Strengthen Your Network
Create a team of professionals who will assist you with delivering a high-quality RFP response. This team may include numerous professionals including: a subject matter expert, proofreader, graphic designer, and administrative assistant. If you have a limited budget, some of these tasks can be accomplished inexpensively by outsourcing.
If you are working on an RFP and require technical assistance, the New York City Department of Small Business Services provides free technical assistance and can be reached at techassist@nyc.gov.
Jean Kristensen
President & CEO
Jean Kristensen Associates, LLC
275 Madison Avenue
14th Floor
New York, NY 10016
Phone: 917-397-7242
