Your Proposal is the Closer, Not the Opener

bad news for government contracting proposalsI’ve spoken answered lots of questions about government contracting. Everyone goes straight to asking about the RFP and how to write a proposal with their questions. But this is backwards.

Pursuing Government Contracts is no different than pursuing any other type of business: you don’t try to close before you even meet the client.

Have you ever thought to yourself, “I just stumbled upon this RFP that was released last week. It looks like it is exactly in our target zone. I’m not sure who the client is, but I think we can definitely put together a strong proposal.” If so, red flags should be flying from all directions!

The Government Proposal Evaluators are People First

It is human nature to lend greater credibility to people you know and have met. If the graders have never met you, they will be very hard pressed to believe what you have written (no matter how perfectly worded it is) and you will not grade well.

Not grading well = Not winning

Think Sales 101 and You Will Succeed

Pick up any sales book and you’ll see the same basic structure for landing a deal:

  1. Identify targets (government clients and contracts)
  2. Learn about them (find out what their issues and needs are)
  3. Woo them (let them know how you can solve their problems)
  4. Close (proposal)

There are millions of nuances and tactics for each of these steps, but the basic premise is the same. To save yourself a lot of wasted time and money, start the sales conversation from the beginning and don’t try to just jump in at the end.

Need someone to lay out a strategic action plan you can actually implement? Sign up for our free Action-oriented emails that will set you on the rocket-enabled path to landing more Government Contracts.

Kathy Borkoski on sabtwitterKathy Borkoski on sablinkedinKathy Borkoski on sabemail
Kathy Borkoski
Founder at Government Contracting Made Simple
proposal ninja and tech editor. Kathy believes in growing government contracting businesses strategically through good capture and a simplified proposal process. She hates wasting lots of time and rewriting for no good reason.

Leave a Reply

Your email address will not be published. Required fields are marked *