ImperialTelling a pursuit worth funding from one that is not.
Presidential Consultants, LLCGovernment Contracting & Opportunity Intelligence
The challenge
A consulting firm delivering leadership, professional and organizational development services was looking at public-sector opportunities. In that category a keyword match is close to meaningless: the same search terms return deliverable-based projects, embedded staffing requirements, and vehicles the firm could not hold.
Bidding everything is expensive. Bidding nothing is worse. The question was which pursuits justified the cost of a response.
What we did and delivered
Work performed
- Public-sector opportunity research across the firm's service categories.
- Pursuit qualification, testing each opportunity against eligibility, delivery model and commercial viability.
- Capture support for the pursuits that passed.
- RFP responses for the opportunities taken forward.
Deliverables
- An opportunity-fit assessment recording why each pursuit was taken forward or set aside.
- Response-planning material for the qualified pursuits.
- Submitted responses for the opportunities the firm chose to pursue.
The outcome
The work told them which pursuits were worth paying for and which to walk away from. That was the point of hiring us.
We are careful with the words here. A qualified prospect is not a submitted bid, a submitted bid is not a win, and a projected contract value is not money in the bank. We will not blur those to make this read better.
Evidence: Our project records, and the scope Presidential gave us. No award, no contract value.
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