The WinOptix Blog
OTAs: How you can take advantage of the hottest contracting vehicle today
Understand the pros and cons of other transaction authorities (OTAs) and how you can incorporate them into your business development processes OTAs (other transaction authorities) are the best thing since seedless watermelon. Maybe, maybe not. But they are on fire. By...
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Data’s role in the past, present, and future of government contracting
Data analysis is playing an increasingly important role in government contracting business development, and will continue to do so in the future. Over the course of the last decade, companies have increasingly recognized the impact that data can have on their...
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How to truly understand your government customer’s needs
When pursuing a government contract, a thorough understanding of your customer’s problems is one of the biggest advantages you can have over your competition. The closer you can get to the customer, the better your solution will align with their needs, and the higher...
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Similarities and Differences between Government Contracting Business Development and Private Sector Sales
Sales is sales in any industry, right? Wrong. While building relationships, assessing customer needs, and closing deals are common tasks in every sales process, there are definitely differences in approach, especially when it comes to private sector and government...
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How Teaming with Your Competition Can Help You Win More Government Contracts
You don't always have to beat your competitors to win in government contracting. You can join them, too. Everybody is always looking for an edge when developing their government contracting business. Logic would lead you to believe that you always need to beat your...
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Should you pursue Lowest Price Technically Acceptable (LPTA) solicitations?
Understand the pros and cons of LPTA solicitations to determine whether you should pursue them From our personal experiences in the government contracting realm, we know that it can be a struggle for contractors to fully understand how the government decides which...
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How strategic relationship development can improve your win rate
Be proactive by building relationships instead of simply searching FedBizOpps for RFPs According to USAspending.gov, the government spent $3.85 trillion dollars on contracts, grants, loans, and other financial assistance in 2016. Because that’s a lot of cash, more and...
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You’re calculating PWIN all wrong. Here’s how to do it right.
A PWIN calculation should include a combination of qualitative intuition, data analysis, and continuous monitoring. PWIN is one of the most important numbers your company can track for each opportunity. Hundreds of thousands of dollars may be dedicated to creating a...
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9 Reasons Why the Government Contracting Process is Broken
Poorly defined project requirements by government buyers, a lack of strategic approaches to business development by contractors, and probabilities of win calculated by gut feel contribute to a slow, wasteful government contracting process. Government contracting is...
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