Our best practices webinar on using capture research to position for the win is tomorrow! As a preview, we thought we’d share three tips we collected over the years that have helped our clients win government contracts…
1. Be laser focused on specific agencies
We hear time and again companies are being more selective not only about the contracts they bid on, but about the agencies they work with. Part of the reason comes down to building relationships; people work with people they know and trust. It is also about knowing which agencies most need your unique services. This focus means you’ll have a better chance of winning.
2. Team up
The 2016 Federal Government Contractor Study showed that winning contractors are using teaming agreements to win contracts. They do that for one very specific reason: it makes them more competitive. By pooling expertise among a group of partners, the overall bid is more competitive and each company can focus on their core strengths. It’s a win for everyone.
3. Highlight your commercial experience
More and more, agencies are looking to the private sector for inspiration. They want to use the same innovative technologies, and they want to know what kind of experience you have in that arena. The recent Federal Content Marketing Review showed that agencies are very interested in commercial experience.
Finally, a bonus tip: don’t give up. Winning contractors do not have perfect win rates. They do put in the legwork to understand what the customer wants so they can create a competitive bid and that improves win rates. Part of that legwork is capture research, which leads us to tomorrow…
Webinar: Using Research to Position Your Company for Contract Wins
Market Connections Executive Vice President, Aaron Heffron, will share tips for using capture research to position your company for the win, or to help make a no-bid decision. It’s not too late to register.
Date: Wednesday, June 28, 2017
Time: 11:30 AM – 12:00 PM EDT