Before you start in the pursuit of new business with the government, you must take an in-depth look at your company to determine if you are currently capable to take it on. How ready is your company for the work you’re proposing right now?

You may observe that many government contracts require specific certifications, or even a large team to complete a project, initially leaving some small businesses unable to compete.

Because of our technical background, we can quickly learn about you and understand your business.  You need your processes properly analyzed to determine what is needed meet project requirements.  A winning proposal strategy will instantly convey your qualifications, capabilities and proposed solutions to your prospective clients.

If you are a new business, you can trust us to help you refine your strategy and to help you learn how to meet the stringent requirements to do business with government agencies.  Allow us to assess your operations and identify where you might gain from either subcontracting support or how to integrate the efforts of a partner.

Gap Analysis

A Gap Analysis starts with identifying RFP requirements and relating them to the capabilities within your current business operation.

You have to step back and contemplate the gaps between your current capacity and capabilities and those outlined in offering documents.  Requests for Information (RFI) from prospective bidders or the draft Request for Proposal (RFP) contain the details that must be carefully outlined.  While the relevant documents may typically be less than 100 pages or so, they are worth riches when adhered to properly; and give you nothing but headaches if you are not precise in observing and interpreting their content.

If your business does not currently meet RFP guidelines, a precise and thorough Gap Analysis will determine how to meet your responsibilities.  Your Capability Statements must prove that you are, on the date of the potential award, ready to successfully perform.

It is not unusual for a business to not fully meet the requirements of an RFP.  Perhaps RFP reporting requirements exceed your current administrative staff’s ability to respond properly and to track outcomes.  Maybe you need additional administrative staff to fully execute a proposed project.  You may also have difficulties being in compliance with specific quality assurance specifications or security requirements.  You not only would benefit from a company with security expertise, but you would need to be responsive and able to quickly develop a very capable QA and security programs.

This exercise is designed to ensure that you are successful and are therefore the first choice among the candidate companies.  When you shine and deliver in a superior manner the first time, you will easily be tasked with continued work, and you will have a competitive  edge among your peers.

Gaps don’t have to prevent you from pursuing a bid opportunity. An awarded contract may provide the funds for additional staff; your company may already have pending QA certifications that will make you eligible by the time the contract is awarded; you can develop a security program.

If there are weaknesses or areas that you have to shore up, it is paramount that you strategize ways to become proficient. Whether or not you are able to close those gaps depends on effort.  With the right professional support, you can improve your bid competitiveness and maximize your success.  We are especially skilled at identifying gaps and closing them to support your long-term growth.

You clearly do not want to waste time with prospects on which you cannot effectively compete.  Great companies like ours can be relied upon to advise your informed bid/no bid decision.

  • You may need help you find ways to modify your organizational structures, processes or policies to align your business with RFP (or draft RFP and RFI) guidelines so that you are eligible and determine what opportunities will lead to the best ROI of your time and resources.

  • You might find that the requirements, when studied carefully, are more than your business can reasonably accomplish alone to be ready to take on a specific contract opportunity.

    • Some contracts may not allow subcontracting any duties or services, which might present a gap that is not cost effective for your company to attempt to close.

    • In this case, you may determine that you need a strategic partner or other alliance to be able to perform on a desired RFP contract.  You might need alliances to gain expertise to fulfill any number of aspects in a contract proposal.  You need to know where to look for the right partners who can work with you.

    • You need a company you can trust to act as an intermediary with the right contacts to point you towards the right partners for a project, helping your company gain the necessary competency to compete on current and future projects.  You may need to form a strategic alliance, joint venture (JV), or other form of business combination for a project proposal.

  • You may also need someone with financial expertise to analyze pricing options or financing and budgeting procedures to make sure that you can readily meet your obligations.  You may determine that the a delayed timing of cash receivables cannot be covered without a source of capital.  It can take a significant time before the funding provided by a new contract cycles into your coffers.  Perhaps an RFP may require unique skill sets, in a remote locations, and you have to recognize these expectations and bid accordingly.  There may be other financial gaps that your current operating budget will not bridge.