A government proposal in response to an RFP is a very important part of the process it takes to win government contracts. Even if you are a subcontractor, you will still need to know the strategy behind a winning government proposal. Think of it as a written presentation. It needs to lay out why your company is the most qualified company for the job and how you beat the competition. Ultimately, it’s going to be your key to winning more government work for your subcontracting business.
How Can Referencing a Winning Proposal Benefit a Subcontractor?
As a subcontractor, you may think that because you don’t respond to RFPs directly, you don’t need to know what it takes to compose a winning proposal – but don’t be fooled. Analyzing what turns a proposal into a winning proposal can have a lot of benefits for your subcontracting company:
- Gain insight as to how you can structure, write and format a persuasive proposal for a prime contractor – and win more government business as a result.
- Get ideas on how you want to position your subcontracting business, qualifications and personnel. This would be especially helpful if you were thinking about branching out into a larger company pursing government RFPs on your own.
- Compare a winning proposal and a proposal that didn’t win the contract, so you can see how value is built and apply the same strategy for your subcontracting business.
What Type of Information is Included in a Winning Government Proposal?
- Company background
- Qualifications and credentials
- Personnel and prior experience
- Project strategies
- Work plan processes and tasks
- Product specifications
- Project staffing and resources
- Subcontractors and partners
- Fees and pricing
How can my Subcontracting Business obtain Winning Government Proposals?
As you may know, government agencies often don’t publish winning government proposals on their website. Winning government proposals can be very hard to find, but your subcontracting business can tap into a proposal database from a government business intelligence company like Onvia to search for projects and awards with bid documents attached. Some agencies publish a portion of the winning proposal with the award notice. Planholders, bidders lists and bid result documents can offer additional insight. Finally, if you are trying to identify pricing of a winning proposal, government purchase orders can offer a wealth of information. Even if the agency doesn't publish the winning proposal, if they procure the products that were part of the bid or RFP through a purchase order, you can often find exact unit pricing using a government purchase order database.