Complet idiots Guide to GEtting Government Contracts

Complete Idiot's Guide to Getting Government Contracts

Proposal Leadership’s John Lauderdale is the author of this timely and informative book, which is part of the Alpha Books (an imprint of Penguin Books) distinguished and popular series of books for curious and motivated readers.

 
   

deciding what to bid

We’re having trouble deciding which contracts to go after, and which ones to pass up. Is there a good model for making such decisions?

Short answer: Bid only when you determine that you have an excellent chance to win. In addition to honestly assessing your company’s expertise, you need to have accurate and relevant information about the specific competitions.

These issues and others are discussed in The Complete Idiot’s Guide to Getting Government Contracts.

Chapter 2, “Taking the First Steps Toward a Win,” discusses those initial steps. The most important concept is to “cultivate customer relationships.” This entails regular and sustained contact, but not to the point of wearing out your welcome.

Chapter 4, “Collecting Important Market Data,” outlines how to go about the first “Bid / No-Bid” decision. Be aware that a “no-bid” decision can be cost-effective at any time. Once you are convinced that your bid has either very little chance, or no chance, of winning, you must have the courage to “pull the plug” on the proposal effort. Failure to do so is “throwing good money after bad”.

Want to know more? Agree? Disagree?
Tell PLI >>

 

 
ProposalLeadership.com © 2009 | HOME • PROFILE • PLI SERVICES • BOOK • Q&A • CONTACT US