Well, 2022 is in the rearview mirror and 2023 is wide open before us, filled with opportunities and challenges. As the Government Contracting landscape continues to evolve, it’s essential that companies stay ahead of the curve and effectively strategize their bids. Here are some GovCon bid strategies to keep in mind heading into this new year.
Discover Your True Discriminators
A lot of government contractors throw around the word “discriminator” without really understanding what it means. A discriminator is a feature that you offer that your competition does not. It might be something as simple as an expedited delivery time or specialized personnel with niche skills. The key to success is discovering these unique features about yourself and positioning them in the best light possible when bidding for contracts.
Let’s take a look at some examples of what is and is not a discriminator.
- A proprietary process
- A patent
- Protected technology
- A specialized workforce with niche skills
Not a Discriminator:
- You’ve been in business for 20 years
- You “understand” the agency that’s issuing the contract
- You’re the lowest bidder
- You have the best team
By understanding the features that make your company truly stand apart from your competition, you can tailor and differentiate your bids accordingly.
Actually Listen to the Customer
There’s a tendency to place too much emphasis on hiring smooth-talking business development people who can make some really spectacular presentations. While there’s nothing wrong with that, it can tend to lead to a lot of listening to your own voice instead of listening to the customer.
At your next meeting with a customer, take a few moments to let them speak. Ask questions and pay attention to their answers; they may tell you something that can help you out in the future. For example, if they mention a pain point that your company can solve, you can in turn position your company to be prepared to tackle that pain point in particular.
Review Proposals Constructively
All too often, proposal teams will pour heart and soul into creating what they feel is the perfect proposal, only to have it completely shredded by executives and subject matter experts that serve as “fresh eyes.”
Not only is this approach counter productive, it also can lead to a lot of wasted effort and demotivated employees. Instead, take a constructive approach when reviewing proposals. Allow teams to explain the driving ideas behind their proposal and why they believe it will work. This allows for better collaboration between stakeholders.
If you do have criticisms, make sure they’re accompanied by suggestions for how to fix them. This will help to improve the outcome of the proposal in a less stressful and more collaborative environment, and ultimately lead to a better contract winning percentage.
Don’t Be Afraid to Bring in Some Help
At BOOST, we understand just how difficult it can be to run a small to midsized government contracting business. That’s why we’re here to help you with your back-office needs, so you can focus on winning those bids.
Whether you need help with HR solutions, accounting, or even putting together a winning bid strategy that will take your business to the next level, BOOST is here to help. So don’t be afraid to bring in the expertise you need. Contact us today to learn how we can help.