By Douglas Burdett From Fire Support – Marketing for Defense Contractors
As sweepstakes rules often state, “Many will enter, few will win.” The same applies to winning government contracts. But the winning contractors don’t place their odds on chance. They follow best practices to help them consistently submit winning proposals.
Sadly, government contractors who submit losing proposals commit a lot of unforced errors that fall into five areas:
- Little value offered
- Selling what the government is not buying
- Lack of senior leadership buy-in and resources
- Lack of customer insight
- Lack of preparation . . . MORE…