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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.
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Winning the Recompetition Within the next year, my company is going to have to write a proposal for the recompetition of our major contract, so this is a “must win”. What can I do NOW to prepare to hold onto this important contract by creating an offer that will be clearly superior to what hungry competitors are likely to offer? Short answer: Losing recompetitions – failure to hold on to your own work – is most often caused by a combination of arrogance and poor planning. These issues and others are discussed in The Complete Idiot’s Guide to Getting Government Contracts. Chapter 23, “Preparing for the Recompetition,” outlines the steps you must take before your contract comes up for re-bid. In fact, starting on Day 1 of a contract you should start preparing for the You must overcome the natural tendency to display arrogance, and complacency, when facing the reality of a recompetition. If you lapse into taking your good, current customer for granted, in the often false belief that everything is A-OK with that customer, you are gambling with your future. Most recompetitions are lost because of a lack of planning. This occurs far more often than poor planning. In fact, the worst planning is usually no planning.
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