Vendor Boot Camp Business Education©

Business Coaching - Talent Management - Marketing and Sales Systems -
Results Operating Systems -
Technology for Growth - Winning Proposals

 

Winning Proposals

Many businesses, small and large, often avoid the pursuit of government contracts for one reason or another, often because their owners and managers believe some of the common myths about the difficulties of doing business with the government. However, more than quarter million businesses survive primarily or even exist exclusively on government contracts. You don’t have to have “connections or pull”. The process of governmental contracting is subject to law and voluminous procurement regulations. You really do not have to “know somebody” to succeed in this market. That is good news. The bad news, for some at least, is that you usually must write a winning proposal to win contracts for anything but standard commodities in products and services.

Suppliers are encouraged to respond to the requirements and also spell out where there may be potential problems or unrealistic project goals and schedules. This dialogue is an ideal opportunity to establish a working relationship with the buyers for future bidding opportunities. Remember the human side of the bidding process is just as important as the written proposal. People will evaluate the proposals, so the more you are familiar with the people and the process, the better you are equipped to respond to opportunities.

 

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