4 Reasons NOT to Apply For That "Commission Only" Proposal Job

I recall what it was like when I first got into the proposal world. I saw some of the ads out there that advertised for Commission Only positions. I started to dream.

Let's see, even 1% of a 20 million dollar bid is $200,000 for a couple of weeks of work. What's not to like? Even if it was .5% of that same amount, that would be super.

The dollar signs were bigger than my brain.

Then I started to realize that even if I'm a great writer and editor, there are so many factors I don't and can't control in the proposal development space.

Reason #1: The Proposal.

I only control the written text BEFORE it goes to Gold Team or White Glove. What the client does with the product after it leaves my computer a few days before submission is completely out of my control. I can assume she will submit it on time, but I don't know. I can assume the CIO won't take issue at Gold Team and reorganize an entire evaluated section, but I don't know. 

On a recent bid, I went round and round with a Prime about the type of font. The Government's instructions said, "Arial, 11 pt" as clearly as I just wrote this. My client, the subcontractor, was the incumbent and knew the agency well. The Prime was insistent that the Arial "family" was sufficient since 11 pt in that family was a bit smaller text. She chose Arial Narrow.

Now, for all you Word geeks out there, you know the difference between the Arial and Arial Narrow, especially in a 25-page document. You could easily squeeze an extra page of text out of it. I did what I could to convince the Prime, and then escalated it to my client. I think the Prime changed it, but I really had no control over it after it left my office. 

Reason #2: The Government.

I can't control the Government.

Boy, is that ever an understatement.

Even if we've done our capture well and know the customer's strengths, weaknesses, likes, dislikes, hot button issues, we don't know who will be evaluating the proposal. I would like to think my client has done his homework, but I can't be certain. Even so, his contact on site may not be the only person evaluating the proposal so I have zero control over other people. What they're looking for and what you've written may not synch up as nice as you thought. It's not your fault, but it certainly is a factor.

For all we know, the evaluators could stand at the top of some stairs and toss all the proposals down, and the three that make it to the bottom are worthy to be read (I jest, but it sure seems like it at times). 

Then there's the huge third factor: pricing.

Reason #3: Pricing.

In most bids I've worked, I have no idea how pricing is determined or what goes into the thought processes. That's for the bean counters and program managers to determine based on a set of criteria I'm not privy to. Pricing is that aspect of the process that is a closely guarded secret on most teams. Some of the teaming partners may not even know what the Prime is bidding. They'll give input, but ultimately the Prime has the final say so.

So, when we bid on a 'Low Price Technically Acceptable' contract, our side may get a little greedy.

Let's say there are 20 bidders in this LPTA. If we are in the top 30%, we will probably lose. Roughly speaking, if a company is spending the time and resources to bid, then they are really hoping to be compliant. If five of those 20 companies were eliminated for being non-compliant, I'd be surprised. Even if the number is 10 out of 20, you still have to be in the bottom three to even have a chance. Being a little greedy will cost you the bid. I don't have control over that executive who makes that call. 

Recently, I helped work a bid where my client was the incumbent. We knew the customer, did our homework, prepared well in advance with the draft RFP, and submitted. Everything shouted "Win" for us. A few months later we discovered we didn't get the contract. I wasn't in on the debrief, but the only factor I could see that we failed on was price. Even if you're "priced to win," so are your competitors.  

Reason #4: The Process.

I really don't have control over the entire bid process. As a contractor, I am a member of a team of professionals who may or may not have the proposal as their number one priority this week or the next. Sure I can escalate non-compliant and resistant SMEs to the proposal manager or that person's supervisor, but somewhere along the line the stakeholders didn't communicate the importance of the bid to those people. That's a problem I can't control at all. If it takes management two weeks to make a Bid/No Bid decision, then that eliminates any advantage we ever had even if my client is the incumbent. That puts the entire process in jeopardy.

So, ultimately, you are not in control of much when you're writing for commission. Sure, you can write the narrative like no one else in the business, but there are far too many factors that go into winning. 

Can you think of any other reasons why you should NOT work on commission? Write them in the comments. I'd love to read them. 

Or, as is common today, convince me that I SHOULD work on commission. :)

#proposals #commissions #proposalwriter #proposalmanager