The integrated project tiger team is a team or group of people that are engaged during the pursuit of a government contract and perform the following functional areas of the pursuit or Bid. 

1. Account Executive – Customer Facing BD and Sales functions 

• Business Analyst – Target strategy and Auto Relevancy  

• Administrative – Forms, Contracts, Calendars and Events  

2. Business Development  – Assist in the collection of data and prepare the Capture phase-1 report for capture input. 

• Marketing – Branding, Competitive Intelligence, Campaigns & Lists and Website presence and target messaging   

3. Capture Manager – Validate and Build the Team, Solutions and Pricing   

• PM and Transition 

4. Cost Estimator – Compliance, Pricing and Narratives, BOE Target rated  

Proposal Manager- Proposal Compliance, Proposal Management and Pricing collaboration 

The average industry cost using a 6-month timeline is 60,000.00 dollars per project or 10k per month, per bid. This starts with the RFI or Sources Sought, then engaging a series of Gates (Decision Points), Steps (Instruction and systems) per the RACI roles and responsibilities, and Tasks (Process, Instruction, and Forms) that coincide with STAHL’s best practices process and the roles and responsibilities of the IPTT Team. STAHL ensures the proper IT framework, processes, instruction, forms, and training are provided.   

All companies are required to win that’s the goal, but how do you define winning? Let’s explore this, if you are a company under 5 million with commercial contracts and have very limited knowledge of government contracting, my suggestion would be to start as a subcontractor. Most contractors lack the following: Resource-funding, Alignment-past performance (CPARS/PPQ), Key personnel agency-qualifications, and Agency-CO/PM relationships building trust. Government contracting is complicated and relies on several bid and evaluation factors to be compliant. Here is an over – simplification that drives this point:  

• 25% of your evaluation factor will be on Past Performance,  

• 25% will be on the PM and Key personnel Resumes with the agency experience,  

• 25% will be on Pricing and finally  

• 25% will be on the customer’s trust and reliance on a government contractor they know or currently buy from.  

Most contractors if they are brutally honest have 1-2 of these 4 evaluation factors. So Prime or Sub that’s the question? a good answer is winning, possibly by subbing as you will be adding revenue to your P&L, and your mission is growth.  

PMs come with actual project experience, and you must recruit them it is essential to bidding and winning. Not just any PM will do either, the candidate must have agency and project experience on the exact bid you are pursuing to ensure a higher win probability. 

In my opinion No! unless you can manage the effort and stay completely engaged in the process ensuring the proposal consultant performs fully compliant color team reviews with you! Proposal consultants have no ownership in your outcomes, they overbill giving you boilerplate responses, and they have no relationship with you or the customer. Proposal consultants often are writing multiple bids at one time, I could go on and on. This is destroying your chance to get to know your customers, and instead sending your customer embarrassing proposal copy that demonstrates a lack of customer-centric knowledge.  STAHL is the managing partner of BiC-1 and takes pride in every proposal we craft, using our methodology – custom systems, processes, and hand-selected agency personnel reaching an impressive 33% win ratio.  Ask us how…