Reasons to use our services:
We often hear: “Why should my company outsource proposal development?
After all, we know our company and our product better than anyone.” An unsaid response in our minds is always, “we bet your understanding of your customer’s needs is not as good as you think it is.” This information sheet provides answers to the questions on outsourcing. Only you can determine if these arguments make sense for your company.
Definitions First, we need to have a common definition for discussing outsourcing. By outsourcing, we do not mean writing assistance commonly obtained from proposal writers. Proposal writers can help articulate what you already know. They can rarely:
Today’s Competitive Environment
In today’s Federal procurement environment, you may face 30 or more bidders for a single contract. Simply submitting a fully responsive, fully compliant proposal won’t come close to winning. You have to go much farther – to offer clear advantages over competitors. It is unlikely you are in a good position to do so. You simply don’t have routine access to all the relevant information and probably don’t have the time to research it – and you already have a biased love for your solution.
Proposal Must Portray Superior Quality
“Proposals are an indicator of the quality of the work that can be expected after award.” While many evaluators believe that the quality of a proposal, especially attention to detail and customer satisfaction, is a good indicator of how a company will conduct its contract work – many companies acknowledge that the quality of their proposals falls short of the quality of their contract work. Far too often, companies deliver some of their worst work in proposals. You cannot afford to submit an inferior proposal.
Forty to sixty percent of proposals submitted to the Federal government are dead-on-arrival.
Non-compliant or non-conforming, solution not matched to the customer’s needs, or incomplete. These proposals don’t make the competitive range; and represent a huge waste of bid and proposal costs to business (and taxpayers). Knowing this, why do companies in the aggregate, continue to throw away more than half of their bid investment with no opportunity for return? The answer is that they don’t know. Far too many companies don’t understand the intricacies of government procurement; don’t know how to win government procurement; and don’t have a realistic view of the quality of their proposals – yet believe they do.