Today, industry relies on tired approaches to developing win strategies for government competitions. These approaches lead to strategies that are oftentimes not actionable because they are not based on authentic choices, or fall apart because of lack of internal consensus, or fail to be responsive to changes with customer desires or competitors’ moves. The principal weakness is the lack of context to capture the complexity and nuances of the customer, RFP requirements and the competition. Developing a successful Win Strategy is a dynamic process that drives the success or failure of the capture and proposal effort. It is not a static statement of conditions. What is needed is an analytical approach to consider a variety of choices and test those choices against what is known to be true using a formal, logical framework.

In the past decade, we’ve seen the federal market become hypercompetitive and government agencies wrestle with increasing uncertainty over requirements, funding and stakeholder alignment. These factors have resulted in a much more dynamic and challenging environment during which win strategies have to be repeatedly tested and adjusted during the course of a competition.

We have recognized these challenges and have pioneered an enhanced and intellectually agile approach to developing successful win strategies. We call this approach Making Winning Choices™.