Increase your Win Ratio:
Focus on Auto-relevancy
Unlock the secrets to boosting your win ratio in federal government contracting by strategically aligning your company with buyer forecasts. Discover how to zero in on the most promising opportunities and craft proposals that perfectly match buyer needs.
Tap into valuable insights about buyer priorities and future trends to enhance your proposal effectiveness and stand out in a competitive market. Elevate your contract-securing strategy and drive your success forward.
Frequently Asked Questions
Why Develop a Target Strategy?
A targeted strategy is crucial to generate lucrative business from GWACs and IDIQs. Focus on contracts that align with your company’s strengths and capabilities your agency CPARS and PPQs. Identify the GWAC and IDIQ task orders that best match your services and market niche Product Service Codes (PSC) of your agency CPARS. Analyze the scope, past performance requirements, and type of contract for pricing expectations. By narrowing your focus, you can develop a more compelling proposal that resonates with evaluators, increasing your chances of securing a spot on these lucrative contracts.
What is Auto-Relevance and why is it important?
Auto-Relevance is when you have agency experience and these past performance records (CPARS or PPQ) use their NAICS and PSC Codes to focus on opportunities within the agency you are targeting and their Long-range acquisition forecasted (LARF) aligning future pursuits and bids using auto-relevance as part of your Target Strategy. This alignment will increase the likelihood of your probability of winning. A further step is aligning all your teaming partners’ research using the same auto-relevance target methods.
Why is it important to Build Relationships, Network, and Use Social Media?
Generating a lucrative business from GWACs and IDIQs is not just about submitting winning proposals; it’s also about building relationships. You must connect with contracting officers, agency stakeholders, and potential teaming partners to build a joint understanding of the contract or task order customer mission, by arranging visits, attending industry days and networking events, and using social media. These relationships can provide insights into this targeted opportunity as well as upcoming opportunities, agency priorities, and the competitive landscape.
Invest in your recruiting and find your PM for the project.
Finding the PM with specific knowledge of the program will help you to bridge your knowledge of GAP and understanding of the program. Additionally, the PM will be able to help you with further interviews, develop the proper organization and staffing, Identify key contractors with experience, and generally fill the void of customer-centric information.
Invest in Proposal Excellence
Your proposal is your ultimate gateway to success when it comes to GWACs and IDIQs. Develop a proposal management process that emphasizes auto-relevance, as this will keep you in compliance, and responsive, making it easy to be persuasive. Acquire help from the PMs of these auto-relevant projects. PMs who can articulate their strengths and best value proposition of their projects (PWS) to the current (PWS) of the bid. Engage graphics specialists to create strong graphics, charts, and visuals to reinforce your points and make your proposal easy to evaluate.
