Fedmarket uses a structured RFP-driven proposal process that ensures proposal compliance. We win a majority of the proposals we write and almost all of the multiple award (IDIQ) bids. Yet some of the single award proposals we write proposals lose. Why, because the customer:
- Was stretching its capabilities and experience and corporate egos hate to admit it.
- Did not write the critical technical content required to win (a proposal service company usually cannot write complex technical solution content. This has to come from the customers technical staff or proposal library.
- Won technically but lost on price.
- Did not understand what the customer asked for in the RFP, e.g., they wanted experience in building barracks and the fact that you built huge shopping centers did not score points.
And sometimes the customer just wanted to work with the company they know and love.