GovCon Services

A sources sought notice is the last cheap chance to influence an acquisition before the solicitation is written. Most responses waste it on a capability statement.

Technically stronger proposals lose on price all the time. Pricing is a capture activity with its own reviews, not a spreadsheet finished the night before.

I do not start by chasing opportunities. I start by finding out what we can actually win. The first three things I do in a new account.

A Black Hat that ends with a list of competitors has failed. The point is to change what you are going to say.

For a small company, not having a legacy of cost-accounted defense contracts is an advantage written into statute. Here is what it opens.

A gate is a decision, not a status meeting. Four gates, the one question each has to answer, and the only outcomes that count.

A review that ends in opinions has failed. Here is what each color team should hand back, and how to tell whether yours are working.