April 16, 2025
Whether you’re a small business seeking your first contract or a seasoned contractor looking to sharpen your skills, there are certain essential tips to increase your chances of success. In this blog, we’ll explore the critical steps to stand out and win more government contracts.
Understand the Government’s Needs
The key to any successful government contract proposal lies in your ability to align with the agency’s needs and mission. Too often, businesses make the mistake of proposing what they want to deliver rather than focusing on what the agency is looking for. The government is not just buying services or products—they are solving problems and fulfilling specific objectives.
Take the time to thoroughly research the agency you’re targeting. Review their strategic plan, recent initiatives, and current contracts. For example, the Department of Defense (DoD) often prioritizes cybersecurity and technological innovation in their contracts. By aligning your proposal with their needs, you’re showing that you understand their goals and are equipped to help achieve them.
Pro Tip: Use the Federal Procurement Data System (FPDS) to analyze past contracts awarded by the agency to gain insights into their preferences and priorities.
Follow the Solicitation Instructions to the Letter
Government solicitations come with detailed instructions, and failing to follow them is one of the quickest ways to get your proposal disqualified. The instructions are there for a reason—they ensure that the evaluation process is fair and standardized. Pay close attention to everything from formatting to submission deadlines.
For instance, if the solicitation requires a font size of 12 in Times New Roman and 1-inch margins, do exactly that. While these details may seem trivial, government contracting officers are looking for proposals that demonstrate your ability to follow instructions—just like you would be expected to do if awarded the contract.
Example: In 2019, a small business lost out on a $500,000 contract because they submitted their proposal in the wrong file format, despite having an otherwise strong proposal.
Highlight Your Past Performance
Past performance is one of the most critical factors in winning government contracts. Agencies want to know that you’ve successfully completed similar projects in the past and that you are reliable. This is especially important for businesses new to government contracting. Even if you lack direct experience with government contracts, you can highlight relevant commercial experience.
The Small Business Administration (SBA) recommends including past performance references that demonstrate your ability to manage budgets, meet deadlines, and deliver high-quality results. Additionally, if you’ve previously worked on government contracts as a subcontractor, be sure to showcase those achievements.
Data Point: According to a GAO report, 73% of government contracting officers cite past performance as a critical factor in evaluating proposals.
Develop a Competitive Pricing Strategy
Pricing is a delicate balance in government contracts. While you want to offer a competitive price, underbidding can signal poor quality or lead to financial strain during contract execution. The key is to create a budget that accurately reflects the cost of delivering the project while providing value to the government.
A strong pricing strategy involves understanding your direct and indirect costs, pricing according to industry standards, and demonstrating cost-efficiency in your proposal. Government agencies often award contracts based on “best value,” meaning the lowest bid doesn’t always win. Instead, they are looking for a combination of fair pricing, high quality, and reliability.
Certifications Can Give You an Edge
Many federal contracts are set aside for businesses with specific certifications. If you qualify as a small business, women-owned, veteran-owned, or minority-owned business, these certifications can give you a competitive edge. Agencies are required to allocate a percentage of their contract budget to these groups, making certifications a valuable asset.
For example, the SBA’s 8(a) Business Development Program helps socially and economically disadvantaged businesses secure government contracts. This program has been instrumental in leveling the playing field and giving small businesses opportunities to compete with larger corporations.
Engage in Pre-Solicitation Opportunities
One of the most overlooked steps in the contracting process is the pre-solicitation phase. This is when agencies are still defining the scope of the project and seeking input from vendors. By participating in pre-solicitation market research, you can position your company as a potential partner early on.
Many businesses make the mistake of waiting until a solicitation is officially posted. However, engaging in pre-solicitation activities, such as responding to Requests for Information (RFIs) or attending industry days, can give you invaluable insights and help tailor your proposal to the agency’s needs.
Example: A veteran-owned small business secured a $1.2 million contract with the Department of Veterans Affairs after building relationships with agency staff during pre-solicitation events.
Maintain Clear and Concise Writing
Government evaluators often sift through hundreds of proposals, and they appreciate clear, concise writing that gets to the point. Avoid jargon, overly technical language, and long-winded explanations. Instead, focus on presenting your solution in a straightforward, easy-to-understand manner.
Tip: Use bullet points, headers, and visuals to break up large sections of text. This improves readability and helps evaluators quickly find key information.
Conclusion
Winning government contracts requires more than just submitting a proposal—it’s about demonstrating value, aligning with the government’s needs, and building a reputation for reliability and expertise. By following these essential tips, you can increase your chances of standing out in this competitive field and securing the contracts that will help your business thrive.
For more personalized guidance, contact Winning Proposal Hub. Our team of expert proposal writers and managers is here to help you navigate the complexities of government contracts and position your business for success. Let us help you transform your proposal into a winning bid. Reach out today for a free consultation!
By applying these strategies and remaining vigilant in your proposal preparation, you’ll be well on your way to securing lucrative government contracts. Don’t let the complexity of the process intimidate you—let Winning Proposal Hub guide you toward success!
