Insights
Working notes on winning and delivering government work.
Written for the people doing the work: capture leads, small business owners, and agency staff who inherit the contract after it is signed.
Featured · Capture · 9 min read
The bid or no-bid decision is the highest leverage hour in the whole pursuit
Most losing proposals were losing before anyone wrote a word. The requirements did not match, the incumbent was entrenched, or the delivery team did not exist. This is the checklist we run before committing to a solicitation, including the two questions that end a pursuit immediately.
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