BD Process
Business development frameworks for SDVOSB firms — pipeline management, go/no-go decisions, and win strategy.
The post-award debrief every losing bidder should request
Debriefs are free competitive intelligence. Most SDVOSB firms don't request them. The ones that do win at higher rates on the next attempt.
The capability statement that actually works
Most capability statements list what a firm does. The ones that win contracts explain why that firm specifically should be on a CO's shortlist for this type of work.
Sources Sought notices are not optional reading. Here's how to use them.
A Sources Sought response is the cheapest way to get on a contracting officer's radar before the solicitation drops. Most SDVOSB firms skip them. That's a mistake.
The six factors that actually determine win probability on a federal bid
Win probability is not a feeling. It is a calculation based on six measurable factors. Here is how to score them before you commit proposal resources.
How to read an RFP in 30 minutes and decide if it's worth your time
Most of an RFP is boilerplate. The sections that determine fit and risk are in specific places. Here is where to look first and what you're looking for.
Price-to-win on federal bids: how to price competitively without destroying your margins
PTW is not about being the lowest bidder. It is about being the most credible bidder at the right price. Here is the methodology.
How to build a federal BD pipeline that actually predicts revenue
Most SDVOSB firms have a list of opportunities, not a pipeline. A real pipeline has stage gates, conversion rates, and weighted revenue projections. Here is how to build one that gives you useful forecasts instead of false confidence.
Go/no-go decision framework for federal contracts: stop wasting proposals
Every proposal costs 200 to 400 hours. A disciplined go/no-go process decides which opportunities are worth that investment — and which ones are not. Here is the framework.
Federal procurement guide: how the government buys and how to sell to it
Federal procurement has a specific lifecycle, a specific legal framework, and specific decision-making structures. Understanding them is the prerequisite for selling effectively.
Federal Bid Strategy: How to Win More Contracts
The BD decisions that separate firms with consistent win rates from those chasing every opportunity — targeting, positioning, teaming, and proposal discipline.
Go/No-Go Decision Framework for Federal Contracts
A structured go/no-go process protects your proposal budget and improves win rates. Here is the criteria framework that experienced BD teams use before committing resources.