There are many challenges growing a government contracting business. The biggest challenge is building and implementing a consistent and predictable sales process. Systemic issues in the pipeline review (Gate Reviews) and capture processes negatively impact proposals. The most common pipeline issues we encounter when working with our clients are:
- Difficulty prioritizing strategic opportunities.
- Pipeline is full of opportunities that are not real or unverified.
- Pipeline focuses on opportunity quantity vs. quality.
- Not enough resources to dedicate to opportunity qualification.
- Not bidding on enough opportunities.
- Ineffective gate review process that leads to:
- Lack of knowledge that limits decision making.
- Pursue/don’t pursue decisions take too long or are based on feelings and guesswork.
We developed flexible support packages to solve these issues called WinMoreBD™ Federal Pipeline Support. Our service frees up expensive BD and Capture Managers to spend more time talking to customers and partners while getting the same information for decision making. Packages include business development strategy formulation, market analysis and account planning, opportunity identification, and opportunity qualification services.
Use WinMoreBD™ to Increase Bid, Capture, and Win Rates
We start the WinMoreBD™ Federal Pipeline Support with a focused strategy session to gather detailed information about your company and your BD goals. We thoroughly review your capabilities, proposals, statements of work, and other information to compile a list of criteria for bid opportunities and create an ideal opportunity profile for your company.
If you don’t yet know what federal agencies to target, what Indefinite Delivery Vehicles (IDV) to pursue, how you should grow, or who your competitors are, we offer an optional Market Analysis [link to Market Analysis and Account Plans page]. We will present you with a detailed action plan, complete with the opportunities and government contacts.
Our monthly opportunity identification service finds bid possibilities that fit your areas of expertise, past performance, and other requirements. We scour multiple sources to ensure you don’t miss opportunities that are perfect for your pipeline. We will even find Task Order, Delivery Order, or Call Order opportunities on your IDVs.
Qualification process helps determine if the bid opportunity is truly a fit for your company, so you can invest money in capture and proposals with more certainty. Our Qualification service includes researching and verifying government customer contacts, validating opportunities and their details with the government customer, locating the old statement of work or Request for Proposal (RFP), analyzing each opportunity for fit and potential show-stopping requirements, performing a capabilities and gap analysis, researching the opportunity background, identifying competition and potential teaming partners, and more.
We Measure Your Improvements
Our WinMoreBD™ Federal Pipeline Support has Key Performance Indicators (KPI) associated with each step to deliver consistent results that fuel your business development machine. You will not have to wonder if our services are effective and if your money is being well-invested; we’ll show you the proof.
OST Global Solutions is a professional business development consulting firm. Our capture and proposal consultants have helped our clients win more than $25 billion in funded contracts. We can provide capture and proposal teams to develop a complete, winning proposal, or we can provide consultants on a case-by-case basis to fill gaps on your business development team. Our services include capture management, price to win, competitive assessments, Black Hats, proposal management, orals coaching, proposal writing, graphics support, editing, desktop publishing, and cost volume development.
Reach out to us to discuss how we can help you win your next bid.
Upcoming Bid & Proposal Academy Classes
This class covers the spectrum of the most important topics, from preparing for a proposal effort and making a bid-no-bid decision, to orchestrating a great proposal kickoff, driving subject matter experts to produce winning content, exhibiting superb leadership and team management skills, managing conflict, setting the right expectations, optimizing proposal team performance, getting the most from the proposal color reviews, and mitigating proposal risks at every stage to reduce stress and increase your proposal’s Pwin. The course also focuses on measuring and improving cost-efficiency and effectiveness of the proposal team. Learn More
This Advanced Capture Management course is for federal business developers and capture managers to learn advanced techniques for government customer engagement and sales, intelligence gathering on opportunities, win strategy brainstorming, and facilitation of competitive analysis, Black Hat, and solution development (CONOPS) workshops. This is the ultimate course for positioning to win government contracts through a rigorous capture planning process. Learn More
Developing a Winning Cost Volume course helps you increase your federal contract win probability. We focus on government contract evaluation, pricing fundamentals such as cost buildup and cost volume elements, price strategy, developing basis of estimate (BOE), coming up with assumptions, Work Breakdown Structure (WBS), cost volume narrative, winning in lowest price technically acceptable proposals (LPTA), and much more. Learn More