Government Sales Playbook
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Keep one traceable pursuit record from early opportunity research to award. Verify the route to compete, learn through sanctioned contact, maintain the capture strategy, and control proposal and post-submission responses.
Common Pitfalls with Government Sales
- Pursuing every matching notice. Check eligibility and position before assigning capture resources.
- Attending an industry event without a next action. Prepare mission questions and identify a permitted follow-up before attending.
- Writing the plan once. Update it whenever new agency or competitor evidence changes a decision.
Frequently Asked Questions
Where should a government pursuit begin?
Start with official opportunity and forecast sources, then verify the eligible route to compete before assigning capture resources. Research the incumbent, funding, mission, competitive field, and relevant agency history. Make a documented bid, resolve-unknowns, or no-bid decision from that evidence.
How do you prepare for an agency conversation?
Identify the sanctioned channel and check the current communication, gift, and conflict restrictions. Read mission, budget, and program material, then prepare questions that let the agency confirm or correct your understanding. Record the takeaway and permitted follow-up after the interaction.
What should happen before proposal kickoff?
Deliver an approved capture package with win themes, agency priorities, competitor evidence, teaming decisions, solution direction, and unresolved risks. Brief the writers and assign their open questions. Then map every solicitation instruction and evaluation factor before drafting begins.
How should teams handle evaluation requests?
Record the request, answer owner, approval path, and deadline as soon as it arrives. Answer exactly what was asked, compare the response with the submitted proposal, secure the required review, and preserve the final submission and receipt. Prepare the team for the next applicable procurement stage.
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