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Factors affecting the bid outcome

Which factors do government buyers consider in looking at your bid and finally awarding the contract? Here are some of the most important:


Does your bid meet all essential requirements? One of the first things that government buyers will do is make sure that your bid conforms to all essential requirements of the solicitation. Does your proposal meet the evaluation factors? Check them carefully. Remember, it's not what you want; it's what they want. This includes exact conformance to all the specifications, drawings, descriptions, and standards specified in the contract solicitation, as well as materials, delivery dates, packaging and marking requirements, past performance history, etc. Often, these factors are referred to as "Best Value."


Are you capable? Buyers will also consider whether you are capable of performing and delivering on the contract. Just because you know in your heart that you can do the work is not enough for buyers. They will be looking at your technical capability and trying to make sure that you have the experience and know-how to do the work. Do you have the production capability? If the contract calls for 100,000 widgets and you have one drill press and a milling machine and a part-time retired guy . . . well, they might see a problem and you probably won't get the contract. Do you have a real place of operation? If you are manufacturing items out of your garage, then that could also be a handicap in getting a contract. Here's a major consideration: financial capability. For some reason, reasonable business people think that if they are in financial trouble, a government contract will be able to fix the situation and get them financially healthy again. Sorry, but if your business is in trouble, the last thing you want is a contract where the margins are tight and you might have trouble getting financial help to do the work. The government buying offices are not in the business of starting and financing a private company!

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