Want to Win FedGov Contracts? Don't Ignore HALF of your Score!
Randal Wimmer
Successful serial entrepreneur (won $350M+ in contracts) sharing what I've learned along the journey. Learn how to rapidly grow your company through competitive differentiation with ISO Certification and CMMI Appraisal.
Most small businesses don't know how proposals are actually scored by the Source Selection Board. Many believe that their bid is based 100% on their solution. This is WRONG! Nearly every Evaluated Factor of your bid is provided a Technical/Risk Rating.
RISK is literally HALF of your SCORE! This may be a bit of an overstatement for Full & Open competitions. However, for MASSIVE Small Business Set Aside bids, Risk is AT LEAST HALF of your evaluated score!
Regardless of what they tell you, the Federal Government considers small businesses to be inherently riskly. Even if you have a great relationship with the customer and have proven reputation of performance, nobody on the Source Selection will likely know. To them, you're just another unknown, risky small business that is bidding on a massive set aside contract.
As the size of the small business set aside contract increases, the focus shifts from price and value to viability and risk!
Project corporate maturity becomes paramount in order to be the "Low Risk Bidder." However, here's the good news... If you know how, even a 1-person company can project as much corporate maturity as a $50M/yr company!
Attend either of our webinars to learn how.
ITIPSS Program Manager at DNI | Serving FAA through Leadership and Services | Bridging Technical and Executive | Expert in Business Development and Federal Contracting
6 个月Frequently we add risk to our proposal without even realizing it. For example, making vague and unsubstantiated claims. Also, the professional styling of our proposal leads to quick judgements. It's just like choosing what you wear to a business event, what does it say about you?
I help corporate leaders increase profit, make meaningful life changes, and thrive in new environments. Iconic Mass Influencer Executive Coach | Best Selling Author | Mentor | USAF Veteran
6 个月Great information. I am a small business, so I am a risk. That is why I am working at being a subcontractor instead.