Create a repeatable business development process that consistently identifies, qualifies, and pursues United States Department of Wat (U.S. DoW) opportunities before competitors engage. The goal is to build a qualified pipeline, increase customer engagement, and improve win rates.
Here is a helpful How-to guide to set your system up.
1. Define your target market
Before searching for opportunities, clearly define what you are looking for.
Identify
- Core capabilities and differentiators
- Target DoD agencies, commands, and program offices
- Relevant mission areas
- Preferred contract size
- Existing contract vehicles
- Applicable NAICS, PSC, and FSC codes
Focus on mission areas
- AI-Enabled Readiness
- Logistics Resilience
- Cybersecurity
- Digital Engineering
- Energy Efficiency
- Training and Simulation
- C5ISR
- Mission Systems Integration
2. Build your opportunity monitoring system
Monitor multiple sources every week to identify opportunities early.
SAM.gov to track:
- Sources Sought Notices
- Requests for Information (RFIs)
- Pre-Solicitation Notices
- RFPs and RFQs
- Award Notices
DIBBS to track:
- DLA opportunities
- Supply chain requirements
- FSC-specific solicitations
Acquisition forecasts to identify:
- Future procurements
- Planned recompetes
- Budget-funded initiatives
- Upcoming task orders
OTA consortium portals to monitor opportunities in:
- AI
- Cyber
- Space
- Sustainment
- Advanced Manufacturing
- C5ISR
Prime contractor supplier networks for subcontracting and teaming opportunities:
- Lockheed Martin
- Raytheon
- Boeing
- Northrop Grumman
- General Dynamics
- Leidos
- SAIC
- CACI
3. Execute a weekly opportunity review
Establish a disciplined weekly review process.
Review SAM.gov saved searches for:
- New RFIs
- Sources Sought
- Draft RFPs
- Solicitation releases
- Award notices
Use saved searches based on:
- PSC codes
- Keywords
- Agencies
- Contract types
Review DIBBS opportunities for:
- New solicitations
- Long-term contracts
- Product requirements
Review competitor awards for:
- Who won
- Contract value
- Contract vehicle used
- Awarding organization
- Anticipated follow-on opportunities
Scan acquisition forecasts for:
- New programs
- Future procurements
- Contract expirations
- Pre-RFI activity
Monitor OTA consortia to track:
- Prototype projects
- Demonstration efforts
- Innovation challenges
Review prime contractor bulletins to identify:
- Teaming requests
- Subcontracting opportunities
- Partner engagement opportunities
4. Prioritize early-stage opportunities
The greatest competitive advantage comes before an RFP is released.
Sources Sought
Indicates market research activity and emerging requirements.
Action:
- Respond when aligned with your capabilities.
- Highlight relevant experience and innovation.
Requests for Information (RFIs)
Helps shape acquisition strategies and requirements.
Action:
- Provide capability information.
- Recommend technical approaches.
- Offer acquisition recommendations.
Pre-Solicitation Notices
Provides early visibility into future procurements.
Action:
- Assign a capture lead.
- Identify stakeholders.
- Begin relationship-building.
- Assess teaming needs.
Award Notices
Provides valuable competitive intelligence.
Action:
Track:
- Incumbents
- Contract values
- Contract vehicles
- Program offices
- Potential recompete dates
5. Research RFIs and Sources Sought continuously
Early engagement increases visibility and can influence acquisition planning.
Search using both technical and mission-based keywords
Technical keywords
- Artificial Intelligence
- Machine Learning
- Cybersecurity
- Digital Engineering
- Data Analytics
- Cloud Migration
- Logistics
- Mission Planning
Mission keywords
- Readiness
- Sustainment
- Supply Chain
- Force Protection
- Mission Assurance
- Command and Control
6. Map contract vehicles and IDIQs
Many new opportunities are competed through existing contract vehicles rather than new standalone procurements.
U.S. DoW-specific vehicles
- SeaPort NxG
- RS3
- CIO-SP4
- Army MATOCs
- Agency-specific IDIQs
OTA vehicles
- NSTXL
- National Armaments Consortium
- C5 Consortium
- SOSSEC
- Space Enterprise Consortium
Analyze Each Vehicle for:
- Contract holders
- Ceiling value
- Expiration date
- On-ramp opportunities
- Program usage
Determine Your Positioning
Should you pursue as:
- Prime contractor
- Subcontractor
- Teaming partner
7. Select an anchor opportunity
Selection Criteria
- Strong capability fit
- Accessible customer
- Moderate competition
- Long-term growth potential
- Valuable past-performance relevance
Research
- Program office
- Contracting office
- Technical decision makers
- Program Executive Office (PEO)
- Funding source
Build Relationships
- Program managers
- Technical stakeholders
- Contracting officials
- Prime contractors
Develop a Capture Plan
- Account strategy
- Stakeholder map
- Competitive assessment
- Teaming strategy
- Win themes