Winning government work starts before proposal writing. The strongest contractors qualify opportunities carefully, align their evidence to the buyer’s priorities, and make evaluation easy.
1. Is this customer already familiar with us?
Prior relationships are not mandatory, but customer knowledge matters. Look for market research, industry days, sources-sought notices, and incumbent information before a solicitation closes.
2. Can we prove relevant performance?
Evaluators reward low risk. Identify contracts or commercial projects with comparable scope, size, complexity, and customer outcomes.
3. Do we satisfy every mandatory requirement?
A persuasive proposal cannot rescue a noncompliant bid. Map licenses, clearances, certifications, locations, staffing, and submission instructions before committing.
4. Do we understand how the proposal will be scored?
Build your response around the evaluation factors - not the table of contents alone. Higher-weight criteria deserve more evidence and sharper differentiation.
5. Can we price to win and still perform?
Test labor, materials, travel, subcontractors, insurance, escalation, and cash flow. A contract you cannot deliver profitably is not a win.
6. Is there time to produce a quality submission?
Work backward from the deadline to allow writing, reviews, pricing approval, production, and portal contingencies.
7. Why should the agency choose us?
If the answer sounds interchangeable with every competitor, your position is not ready. Define two or three discriminators the agency values and you can prove.
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The Penscribe helps small businesses evaluate opportunities and prepare compliant, persuasive government proposals. Bring us your solicitation for a candid first review.