Notes from the Buy Side
Buy-side insights on federal contracting strategy, capture, and positioning,
written by someone who spent 22 years deciding who won.
Evaluator Notes
CLASSIFIED INSIGHT
What Evaluators Actually Look For in Past Performance
How commercial firms can build a past performance portfolio deliberately, without waiting for random task orders.
CLASSIFIED INSIGHT
The Three Reasons Your Federal Pricing Keeps Losing
Stop guessing at the margin. Here is the mathematical reality of how source-selection boards evaluate cost volumes.
CLASSIFIED INSIGHT
Source-Selection Notes: Awarding a $40M IDIQ
A behind-the-scenes look at the exact scoring matrix used to down-select from 12 bidders to 3.
CLASSIFIED INSIGHT
Teaming Strategy for Firms with No Federal Past Performance
How to structure joint ventures and subcontracts properly when you lack federal past performance of your own.
CLASSIFIED INSIGHT
The Capture Plan: Why 80% of Federal Contracts Are Won Before the Proposal
A tactical guide to positioning your firm early so that the RFP is virtually written for you.
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