Are you ready for the Summer Summit? The BD Team looks forward to our session, where we will provide cross-training by facilitating a scenario-based workshop on our general proposal process to the wider team. We will be sharing how we select, gate review, pitch, and price opportunities for CONSTANT. To kickstart the conversation from the very beginning, learn how CONSTANT makes go- or no-go bid decisions through key steps:

• Sourcing Opportunities: CONSTANT receives opportunities and Requests for Proposals (RFPs) through multiple channels that are primarily directed to a shared inbox. This includes use of RFP/opportunity aggregators (BidSync, Public Purchase, GovWin, etc.) and procurement websites (SAM.gov, Cal eProcure, GSA eBuy, etc.), manual checks on select sites, direct requests from past, current, or prospective clients, notifications by partners or via social media, etc. The BD Team monitors the shared inbox, reviews an opportunity/RFP for initial feasibility, and places it on a spreadsheet for review by the ELT and the Portfolio Managers on a weekly basis. Ideally, we have performed capture prior to the opportunity being released to position ourselves, particularly for federal solicitations, as a “cone of silence” is usually enacted once an RFP is live beyond submission of questions to a procurement contact.
• Receiving Feedback and Intelligence: For state and local solicitations that traditionally have fast turnarounds, the ELT, Portfolio Managers, and the BD Team provide comments on each opportunity for consideration when making a bid-/no-bid decision. This could include comments that evaluate the proposed project compared with CONSTANT’s goals and capabilities, provide intelligence or research on the client, competitors, or partners, identify potential risks (timeline, budget, etc.), pinpoint proposal requirements, etc. For federal solicitations, Portfolio Managers provide an initial bid-/no-bid decision to move opportunities from the stage of identified to qualified. Once opportunities are classified as qualified, deeper capture begins for a period usually exceeding 6 months prior to RFP release, involving engagement and relationship building, attendance at industry days and networking events, conduct of capabilities briefings, research into the agency and key decision-makers, collaboration with partners, and more.
• Reviewing the RFP In-Depth and Submitting Questions: RFPs can sometimes generate questions about the project’s work plan, budget, timeline, or staffing that can impact a bid decision. If an opportunity strongly falls into the likely ‘bid’ category, we will submit questions to gain needed clarification. Usually, questions are due 2-3 weeks prior to proposal submission. Crafting an outline of the proposal response prior to question submission can help pinpoint potential areas requiring clarification.
• Weighing Factors to Make a Decision: Once answers to questions are published and intelligence and research is gathered, the BD Team works with Portfolio Managers and the ELT to make a timely decision that is solidified within Weekly Proposal Meetings. In deciding whether an opportunity is a ‘bid’ or ‘no-bid,’ factors for consideration include:
  • Does the opportunity align with CONSTANT’s current services/capabilities and/or our long-term strategic goals?
  • Do we have the internal resources, capacity, experience, subject matter expertise, and technical capability to accomplish the project? Do we need a subcontractor or partner to fill any gaps?
  • Does CONSTANT have an established relationship with the agency, or has any capture been performed?
  • Does the project pose any risks to successful completion? This could include factors like a short timeline, a tight budget, a notably challenging client, etc.
  • Is the project funded at an adequate level? Is there an expected profit margin and return on investment? Could it lead to follow-on work?
  • Is there an incumbent contractor or anticipated competitors? How does our potential of award compare to theirs?
  • Does the BD Team have bandwidth to respond to the RFP while comparing other available solicitations and priorities?
  • For larger opportunities, CONSTANT has available tools like the Shipley Pwin (Probability of Win) Calculator that can help inform a bid decision. This calculator identifies win factors, associated weights (informed usually by proposal scoring), and a self-calculated score for the win factor to result in a recommended Strong Pwin, Moderate Pwin, Moderate Avoidance, or Strong Avoidance.

Once a final bid decision is made, others may need to be informed if it is a no-bid or they will receive confirmation of our bid decision when we submit a proposal. This could include informing the ELT or Portfolio Managers as well as the client or prospective client. When appropriate, CONSTANT will send a respectful no-bid email to a client if we have strong interest of working with them but may be unable to bid for various factors (timeline, bandwidth, budget, etc.).

This represents a condensed version of how the BD Team collaborates with the ELT and Portfolio Managers to inform bid decisions. After a decision is made, the fun part starts in solutioning a proposal response. We can’t wait to show you all more about what happens after a ‘bid’ decision is made. Thank you all for your ongoing support and efforts to grow CONSTANT, and we will see you at Summer Summit.