The government contracting landscape has a ton of moving parts. We’ve previously discussed tips such as teaming up with other contractors and building relationships with government contract financing partners ahead of time. Today, we’ll tackle the Request for Proposal (RFP) beast. It may seem daunting with multiple ﬂavors of contract types, such as RFQ, IDIQ, BPA, Task Order, etc. But we have resources to help you with your response, such as “The Government Contractor’s Handbook."
First and foremost is compliance. As a government contractor, you must respond to every requirement, in the exact way that the government requires. So, let’s assume, at a minimum, your proposal is going to be compliant. Is that all it takes to win as a small business owner? Unfortunately, the answer is “No.” Compliance just ensures you’re on par with your competition.
To win, you must read between the lines and know what the government is looking for in each required RFP section. Here is a handy list of themes—by standard proposal section—to make your response stand out.