How to Win More Proposals – NOT

We get asked all the time how to win more proposals. Well, the answer is simple, but no one wants to hear it. First, the way NOT to win more proposals is to glance at the title and assume you can win. You MUST read the entire SOW/PWS to have any real idea of what the Government expects. Make sure it’s actually what you do, not what you wish you could do.

For example, if you have strong past/ongoing performance in one agency/area of expertise, build on that. Set up a capture process and stick to it. Don’t respond to a solicitation that’s way beyond your capabilities and experience. By doing so, you’re wasting valuable time and effort.

For example, one of our clients insisted on submitting a bid for a “Quit Line” proposal. This was for a particular agency that was sponsoring a hot line to help people stop smoking. Needless to say, our client had absolutely no experience whatsoever in this area or even anything close. We told them, “The only people who are going to make money on this is us.” But they insisted, so we did our best – and, no surprise, lost. Meanwhile, the client probably missed out on other opportunities for which the win percentage would have been much higher. Not only that, but their in-house proposal staff also ended up totally demoralized and discouraged from being forced to work on proposals that they knew were losers from the start. This company has a very high staff turnover, again not a surprise. Don’t make the same mistakes they make.

Jim Marin