This briefing will discuss strategies and tactics experienced proposal writers use to obtain significant federal sales in September to last-minute RFPs. The federal government is expected to spend $400 Billion in September on 1.8 million contracts and your company can be positioned to FIND, RESPOND and WIN last-minute deals.

Remember, there are only a few days left and every dime of the FY2024 federal budget must be spent by 9/30/2024. 

Many of these contracts will be released with minimal response time, significantly reducing the number of competitors and enhancing your ability to win. Learn how you can monitor the spike in solicitations, dissect the requirements, and develop a high-scoring response so you can beat incumbents who are complacent or non-responsive.

Recommended attending personnel:

• Federal Sales
• Capture Managers
• Proposal Developers
• Senior Management
• Small Business Owners

This is a wonderful opportunity whether you want to do business with or increase your business with the federal government.

Important: This briefing uses a Zoom-based communication connection via your network. This briefing will be accessible via phone if you are unable to connect online and recorded versions will be distributed with closed-caption for the hearing impaired. Instructions for login will be provided upon registration.

1:00 PM Topical Overview

• Why Incumbents Lose
• Identifying high-probability opportunities
• When to Bid
• When not to Bid
• Writing a high-scoring response

1:10 PM Introductions & Briefing Controls

1:15 PM Monitoring

• SAM.gov
• GSA eBuy
• IDIQ/BPA notification

1:25 PM Are you qualified to submit?

• Minimum Requirements
• Certs & Reps
• Past Performance
• Other disqualifiers

1:35 PM What's your response strategy?

• How do newbies break in?
• Have you done your homework?
• Commodities vs Complex Services/Unique Solutions
• Price vs Trust vs Other things

1:45 PM Positioning

• What makes the incumbent/competitor weak
• Key differentiators/strengths/weaknesses
• Incumbent quick & dirty research
• Stereotyping & profiling the competition

1:45 PM Your response

• How you can beat the incumbent
• Motivating COs to change
• Complete & professional
• What does the proposal tell you about how to win? 

1:55 PM Questions & Answers

2:00 PM Additional Resources