The key to success in Government Contracting often lies not just in finding opportunities but in knowing which ones to pursue and, more importantly, which ones to pass on. Time and resources are finite, and every government contractor must develop a keen sense of discernment to navigate the sea of opportunities efficiently. This is where the process of elimination comes into play—a strategic approach used by top contractors to quickly weed out the bids that aren’t worth their time, allowing them to focus on those with the highest potential for success.

Understanding the Importance of Selectivity

It’s tempting, especially for newer contractors, to believe that the more bids they submit, the higher their chances of winning. However, this scattergun approach often leads to wasted resources and missed opportunities. The reality is that the most successful contractors are highly selective. They have honed their ability to quickly assess an opportunity and decide whether it’s worth the investment of time, effort, and resources.

This selectivity is not about being overly cautious but rather about being smart with your resources. Government contracting is a long game, and spreading yourself too thin can lead to burnout, missed deadlines, and subpar proposals. Instead, the goal is to focus on bids where you have the highest probability of success—those where your company’s strengths align perfectly with the requirements of the contract.

The Art of Quick Elimination

So, how do successful contractors achieve this level of selectivity? It’s all about having a game plan—a systematic approach to evaluating opportunities. By implementing a quick elimination process, you can save yourself from the frustration of pursuing low-probability bids and instead zero in on those that are truly worth your effort.

Here’s a closer look at some of the key factors that contractors use to shred opportunities that aren’t worth their time:

Due Date: Is There Enough Time?

The first thing to check when evaluating a potential contract is the due date. Government solicitations can range from those with comfortable timelines to those with tight turnarounds. If a proposal is due in a matter of days and you don’t already have the resources and information in place, it might be wise to pass. Writing a winning proposal takes time—time to research, to craft a compelling narrative, to review and refine your response. If the timeline is too tight, you risk submitting a rushed, less competitive bid, which is a waste of your resources.

Response Length: Assessing the Complexity

Next, consider the length and complexity of the response required. Government contracts often require detailed proposals that can span several volumes, each addressing different aspects of the solicitation, from technical capabilities to past performance. If the proposal requirements are extensive and your team doesn’t have the bandwidth to deliver a comprehensive and polished submission, it might be another sign to move on. Conversely, if the response is straightforward and aligns well with your capabilities, it could be worth pursuing.

NAICS Code/Size Standard: Do You Qualify?

Another quick elimination factor is the NAICS code and size standard specified in the solicitation. The NAICS code classifies businesses into specific industries, and the government uses it to determine whether a company qualifies as a small business for certain set-aside contracts. If your company does not meet the size standard for the NAICS code listed in the opportunity, it’s an immediate disqualifier. There’s no point in investing time in a bid if you don’t meet the basic eligibility criteria.

Competition Type: Understanding the Playing Field

The type of competition also plays a crucial role in your decision-making process. Government contracts can be full and open, where anyone can bid, or they can be set-aside contracts reserved for socio-economic certified businesses, such as small businesses, veteran-owned businesses, or HUBZone companies. If a contract is set aside and you don’t qualify, it’s an easy decision to pass. On the other hand, if you do qualify and the set-aside narrows the field of competitors, it could be a prime opportunity.

Evaluation Criteria: Can You Shine?

Finally, consider the evaluation criteria outlined in the solicitation. This is where the government tells you what they care about most—price, technical capability, past performance, or perhaps a combination of factors. You need to ask yourself whether you can craft a proposal that addresses these criteria compellingly. If the evaluation leans heavily on an area where you’re weak, or if you simply can’t meet the requirements, it’s better to focus your efforts elsewhere.

Why This Process Matters

At first glance, these factors may seem like simple checkboxes, but together they form a powerful elimination process that can save you countless hours and resources. Every wildly successful contractor has a system for quickly assessing opportunities, and it’s this process that allows them to maintain a high win rate. By eliminating low-probability opportunities early, they can devote their time and energy to crafting winning proposals for the contracts that matter most.

This process also has a psychological benefit. Constantly chasing after low-chance opportunities can lead to frustration and burnout, especially if you’re frequently coming up short. By focusing only on the contracts where you have a real shot, you can keep morale high and stay motivated to continue pursuing new business.

Refining Your Strategy Over Time

The beauty of this elimination process is that it’s not static—it evolves as your business grows and as you gain more experience in government contracting. As you win more contracts and build a track record, your understanding of what constitutes a “good” opportunity will become sharper. You’ll start to recognize patterns in the solicitations you win and those you don’t, allowing you to refine your criteria even further.

For instance, you might find that you have a particular strength in certain types of contracts or with certain agencies. Or perhaps you discover that your win rate is higher when you team up with another contractor rather than going it alone. These insights will inform your future decisions, making your elimination process even more efficient.

Learn More about the Market Intel Database

Tools and Resources to Support Your Process

While the elimination process is something you can start doing manually, there are also tools and resources available that can help streamline the process even further. For example, FedBiz Access offers a variety of services designed to help contractors identify and evaluate government contract opportunities. Our market research services can provide you with detailed insights into upcoming contracts, helping you make more informed decisions about where to focus your efforts.

Additionally, platforms like the Market Intel Database can provide valuable information about solicitations, including due dates, competition types, and evaluation criteria. Leveraging market research resources can help you quickly gather the information you need to apply your elimination process effectively.

Common Pitfalls to Avoid

While the process of elimination is a powerful tool, it’s important to be aware of some common pitfalls that can derail your efforts:

Overly Narrow Criteria: While it’s important to be selective, don’t set your criteria so narrowly that you eliminate potentially good opportunities. Stay open to new possibilities, especially as your business grows and evolves.
Ignoring Gut Instincts: Sometimes, despite what the criteria say, an opportunity just doesn’t feel right. Trust your instincts—if something seems off, it’s okay to walk away.
Failing to Reassess: As your business evolves, so should your criteria. What worked when you were a small startup might not be as effective once you’ve grown and have more resources at your disposal. Regularly reassess and refine your elimination process to ensure it stays aligned with your business goals.

The FedBiz Access Advantage

As you continue to navigate the world of government contracting, remember that you don’t have to go it alone. For over 23 years, FedBiz Access has been the leading government business development firm, assisting businesses of all sizes in the government marketplace. Our clients have secured over $35 billion in government contracts thanks to our expertise in market research and business development.

If you’re looking to refine your contract selection process or need help navigating the complexities of government contracting, we’re here to help. Schedule a complimentary consultation with a FedBiz Specialist today, and let us assist you in securing your next big contract.

Focus on What Matters

In the end, the process of elimination is all about focus—focus on the opportunities that truly matter and that offer the best chance for success. By quickly weeding out the bids that aren’t worth your time, you can concentrate your efforts where they count, ultimately leading to more wins and a stronger business.

Remember, every wildly successful government contractor has a game plan for evaluating contracts. Do you? It’s time to take control of your bidding process and start winning more of the contracts that are right for you.