Articles tagged with : government contracts

3 tips to maximize past performance

Take advantage of this predictor of how well you'll perform

Almost every proposal you write has a requirement for information on past performance. The government uses this information to evaluate how well your company has performed on similar programs and expects your past performance to be a predictor of how well you will perform on the program you’re currently bidding. Because past performance can be an important discriminator in the evaluation and selection process, there are some things you should know about how to write your past performance response. Past performance versus past experience Past performance comprises a set of specific contracts that you select to demonstrate how well your company, or your team, has performed on contracts that are similar in size, scope, and complexity to your current bid. Past experience, which is sometimes confused with past performance, is about the broader issue of what experience and expertise the bidding organization has gained from all of its contract work and...

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5 Passing Grades You Need to Lead the Pack

Preview solutions with government stakeholders to validate assumptions and build advocacy for your offering.

Ever wonder why some companies appear to be the odds-on favorite to win a contract? A well-orchestrated, pre-request for proposals ritual goes on long before a procurement is released for bid. Company business development, technical and management professionals step up the frequency of visits to their customers to better understand customer objectives and to perfect their company’s solution. Those professionals also preview their solutions with government stakeholders to validate assumptions and build advocacy for their company’s offering. Their focus is simple: ensuring their proposed solution meets or exceeds government requirements and resonates with the customer. Those industry professionals work to shape the agency’s procurement strategy, ensuring it is favorable to their firm and the solutions they will propose. Offering insights on procurement strategy; choice of contract vehicles; RFP instructions, evaluation factors, subfactors, and criteria; contract terms and conditions; and pricing approaches are the norm. Discussion topics in some procurements, such...

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