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Capturing Federal Business: Beyond Just Bidding

30 Aug 2023

Winning in the federal marketplace is more than just responding to RFPs. It’s about understanding needs, building relationships, and positioning your company as the ideal choice before the bid even appears.

The Art of Pre-RFP Positioning

  1. Agency Outreach: Attend agency-specific events, webinars, and workshops. It helps in understanding their upcoming requirements and challenges.
  2. Competitive Analysis: Regularly analyze competitors’ performances, strengths, and vulnerabilities.
  3. Stakeholder Engagement: Build relationships with key decision-makers, understanding their pain points and offering early solutions.

Benefits of Early Positioning

  1. Shaping Opportunities: Early engagement might allow you to influence RFP requirements subtly.
  2. Competitive Edge: Knowing the agency’s needs in advance gives you a head start in proposal preparation.

Summary: While many businesses react to RFPs, successful ones anticipate them. Through proactive engagement and strategic positioning, companies can increase their win rates and carve a niche in the federal marketplace.