We have all felt the intense pressure of a proposal deadline, when we will do just about anything to get a proposal submitted on time. Every requirement and statement of work item outlined in the RFP must be met for the proposal to be acceptable to the customer. During these times of high stress, it is tempting to say, “Just tell them we can do it – we’ll worry about that later if we win,” even if you have no capability or experience in a critical area. Trying to develop a new capability while under contract to deliver it is much like building an airplane in the air — risky business!
The Government frequently conducts a Pre-award Audit for just this reason – to verify the claims in the proposal are true. If they determine that you don’t really have all the required capabilities that you claimed in the proposal, it may cost you the contract. If they decide to award the contract anyway, the fact that you were not forthcoming will surely jeopardize your relationship with your customer. Managing customer expectations is crucial to your success – and there are ways to deal with a lack of current capability without making promises that you can’t keep in a proposal.
Before you fall to temptation – call us first, we can help.
ClientView helps our clients avoid situations such as this by bringing a wide range of capabilities to your organization, allowing you to be compliant in areas where you don’t currently have internal capability. Some examples are: systems engineering, reliability, logistics, Government contracting, and many others. With staff members that have previously held high-level roles in the Government and industry, we can bring our in-house resources and our network of partner organizations to your team, adding whatever additional capabilities that you require to win. We can also help you build internal capability in new areas by transitioning our expertise to your staff; our team disappears once your new team is in place and operational, and we are all safely on terra firma.