Veterans Business Resources

a portal for all Veterans and SDV Small Business Owners

To Propose or Not to Propose, That is the Question

Recently, while engaged in discussions with a potential client, a rather awkward moment arose.  The potential client described a situation in which they lost out on a contracting opportunity because of the way they responded to a solicitation and how the proposals were evaluated.

I say it was an awkward situation because they had to be testing my knowledge of my craft because surely they didn’t do what they described.  What they described is in direct contradiction to what they SHOULD have done.  Anyway, now I had a situation to deal with.  I could choose to be B.A.D. = Bold, Audacious and Daring or I could pretend they just misstated their action.

I chose to do what Tracy Chapman said in her song, “Tell It Like It Is.”  Tracy says to Say It | Say it | Say it | Tell it like it is | Say it | Say it | Say it | So everyone can hear!  So I did.  The reality is they WERE doing totally opposite of what they should have been doing.  No wonder they were NOT winning when they proposed on solicitations.  Just more confirmation that companies need help to win government contracts.

Read the entire solicitation, several times, every time.  Sections C and M have particular importance and help you decide To Propose or Not to Propose.


See you on the high ground!      




Filed under: Getting Started, Government Contracting, Proposals, Woods Consulting Group, ,

Out With the Old, in With the New

Well, this is almost it.  2012 is about to officially come to a close here at home.  The end to this calendar year is just hours away.  What are your plans to celebrate; “Out With the Old, in With the New.”  Many people will attend parties; some having traveled to different cities far across the country and around the world, some will attend religious houses of worship and still others will just stay home and watch the balloon drop.

Regardless of the activity you participate in, one thing is consistent.  The event that you attend was planned.  It was planned to take advantage of a specific time, event or reason.  Someone had to sit down and determine the “Rules of Engagement.”  Whether or not the planning took place days, weeks or months ago is immaterial.  It happened and all the event goers and participants will be happier and enjoy themselves more because of it.

Hosts and event planners want to be in the best possible POSITION to give their guest a memorable experience.  Planning helps make that possible.  As the calendar year ends, so does the 1st quarter for the federal government.  Have you already done your acquisition planning for the rest of the fiscal year?  Will you be in POSITION to take advantage of the 4th quarter?

There is a $100 million dollars plus opportunity just waiting for you to come claim your fair share of it.  All the 2012 opportunities are gone, but the 2013 opportunities are there just waiting for you.  Are you in POSITION?

See you on the high ground!       

Filed under: Government Contracting, Networking, Proposals, Woods Consulting Group, ,

PCS; not just Permanent Change of Station

In the U.S. Army, PCS means Permanent Change of Station.  I’m not certain it means the same thing in the other branches of service.  Since I was a soldier once and young, I’ll talk about what I know/knew to be true.  Since my earliest days as a warfighter, I have known PCS to mean Permanent Change of Station.  For purposes of this story, we’ll go with that definition.

When a person or family completed their assignment at one location and was moving to another assignment, they were said to PCS or have a Permanent Change of Station move.  Today, that acronym has a different meaning for me and us in general.  In our world of Government Contracting, PCS helps identify the evaluation criteria used to determine a contract winner.

In the world of Government Contracting, PCS means; Performance, Cost and Schedule.  Can you perform?  Have you performed this or similar type work?  How well did you perform?  What was the cost then?  What is the cost now?  How does your cost compare to other offerors?  What is your delivery schedule?  How soon can you do the work?  How long will it take you to complete the work?  What is your ramp up time?  Some of the 5 “Ws” and the “How” question work well here.

Does this help?  Does it make sense?  These are key parts of any proposal or bid you submit.  Make sure you cover these points every time.


See you on the high ground!



Filed under: Government Contracting, Networking, Proposals, Woods Consulting Group, ,

Growth & Expansion = Options

Your process has been building for some time now.  Everything is lining up just right.  You were smart and sought out experts to help guide you along the way.  Not only that, but you were smart enough to actually listen to and follow the advice of those experts.  No one can be and do all things.  We all need help from time to time.

Because you focused on the things that you do really well and trusted others to handle their responsibilities, your organization grew and you expanded.  It took some time, but now you’re finally here.  Along the way you also created your succession plan that you’ll use at some future point.  Right now, you have other considerations.  Right now, you have options.

Of course the first option is simply do nothing, just keep rocking steady, keep building and growing.  One option might be to exercise your succession plan and travel around the world.  One option might be to provide for your yet unborn great grand children’s future.  Another option might be to start a charitable foundation or fund disadvantaged children’s college education.

You get the picture.  It takes time to get to this point.  It can and will happen for you, when you identify and follow the process.  Be smart enough to get the help and support you need to grow.


See you on the high ground!

Filed under: Government Contracting, Networking, Proposals, Woods Consulting Group,