Understanding Opportunity Details
Master the art of analyzing government contract opportunities to make informed bid decisions and maximize your success rate.
What You'll Master
Learn to quickly assess opportunity viability, understand complex requirements, evaluate competitive positioning, and make strategic bid/no-bid decisions that align with your business goals.
Essential Opportunity Information
Start with the fundamental details that determine if an opportunity aligns with your business capabilities and strategic goals.
Contract Value & Type
- • Total contract value and ceiling
- • Contract type (Fixed Price, Cost Plus, T&M)
- • Base period and option years
- • Payment terms and schedule
Timeline & Duration
- • Performance period start/end dates
- • Key milestones and deliverables
- • Proposal submission deadline
- • Award timeline and notification
Location & Logistics
- • Performance location requirements
- • On-site vs. remote work options
- • Travel requirements and frequency
- • Security clearance needs
Agency & Program
- • Issuing agency and department
- • Program office and mission
- • Contracting officer information
- • Technical point of contact
Quick Assessment Checklist
- ✓ Contract value fits your capacity
- ✓ Performance location is feasible
- ✓ Timeline allows adequate preparation
- ✓ Technical requirements match capabilities
- ✓ Security clearance requirements met
- ✓ Agency relationship potential exists
Requirements and Scope Analysis
Thoroughly understand what the government needs and how your capabilities align with the stated requirements.
Key documents to review:
Primary Documents
- • Solicitation/RFP document
- • Statement of Work (SOW)
- • Performance Work Statement (PWS)
- • Technical requirements specifications
Supporting Materials
- • Evaluation criteria and weights
- • Past performance requirements
- • Proposal submission instructions
- • Q&A documents and amendments
Requirements Analysis Framework
Technical Requirements
Identify specific technologies, methodologies, and technical standards required
Performance Standards
Understand service level agreements, quality metrics, and performance expectations
Staffing Requirements
Analyze required skills, experience levels, and personnel qualifications
Red Flags to Watch For
- • Unrealistic timelines or budgets
- • Vague or contradictory requirements
- • Requirements that seem tailored to a specific vendor
- • Missing critical information despite requests for clarification
Competitive Landscape Assessment
Understand the competitive environment and your positioning relative to other potential bidders.
Market Factors
- • Set-aside type and eligibility
- • Number of expected bidders
- • Incumbent contractor advantage
- • Industry day attendance
- • Historical award patterns
Your Positioning
- • Past performance relevance
- • Technical capability alignment
- • Existing agency relationships
- • Cost competitiveness
- • Unique value proposition
Competitive Intelligence Gathering
Research Methods
- • Past contract award data
- • Industry day participation
- • Government market research reports
- • Capability statement analysis
Key Questions to Answer
- • Who are the likely competitors?
- • What are their strengths/weaknesses?
- • Is there an incumbent advantage?
- • What's your competitive differentiator?
Understanding Evaluation Criteria
Master how the government will evaluate proposals to craft a winning strategy and allocate your proposal efforts effectively.
Common evaluation factors:
Technical Evaluation
- • Technical approach and methodology
- • Understanding of requirements
- • Innovation and added value
- • Risk mitigation strategies
Management Factors
- • Project management approach
- • Key personnel qualifications
- • Organizational experience
- • Quality assurance processes
Past Performance Analysis
Relevance: How closely do your past contracts match the current requirement?
Recency: Focus on contracts from the last 3-5 years for maximum impact
Quality: Ensure you have strong past performance ratings and references
Scale: Demonstrate experience with similar contract sizes and complexity
Price vs. Technical Trade-offs
Lowest Price Technically Acceptable (LPTA)
Focus on meeting minimum requirements at lowest cost
Best Value Trade-off
Balance technical excellence with competitive pricing
Technical Superiority
Emphasize innovation and added value over price
Strategic Bid/No-Bid Decision Making
Use a systematic approach to evaluate whether to pursue an opportunity based on strategic fit, win probability, and resource requirements.
Decision criteria framework:
Strategic Alignment
Does this opportunity align with your business strategy, growth plans, and core capabilities?
Win Probability
Assess your competitive position, past performance relevance, and relationship strength
Resource Requirements
Evaluate proposal costs, performance requirements, and opportunity costs of pursuit
Risk Assessment
Consider technical risks, performance risks, and potential impact on your business
Decision Matrix Example
| Criteria | Weight | Score (1-5) | Weighted Score |
|---|---|---|---|
| Strategic Fit | 25% | 4 | 1.0 |
| Win Probability | 30% | 3 | 0.9 |
| Profitability | 25% | 4 | 1.0 |
| Resource Availability | 20% | 2 | 0.4 |
| Total Score | 3.3 |
Score ≥3.5: Strong Bid | 2.5-3.4: Consider | <2.5: No Bid
Next Steps and Action Planning
Once you've decided to pursue an opportunity, establish a clear action plan and timeline to maximize your chances of success.
Immediate Actions (First 48 Hours)
- • Download all solicitation documents
- • Create proposal timeline and milestones
- • Identify team members and roles
- • Schedule kick-off meeting
- • Set up proposal workspace
Pre-Proposal Activities
- • Prepare and submit questions
- • Attend industry days or meetings
- • Conduct market research
- • Develop teaming strategy
- • Prepare past performance references
Proposal Development Timeline
Success Tracking and Follow-up
During Proposal Development
- • Track milestone completion
- • Monitor team progress
- • Manage proposal costs
- • Conduct regular reviews
Post-Submission
- • Prepare for oral presentations
- • Monitor award announcements
- • Conduct lessons learned sessions
- • Update capture database
Analysis Tools and Resources
Built-in Analysis Features
- • Automated opportunity scoring
- • Competitive intelligence reports
- • Requirements extraction tools
- • Past performance matching
- • Bid decision worksheets
External Resources
- • SAM.gov registration verification
- • USASpending.gov historical data
- • Agency procurement forecasts
- • Industry market research reports
- • Professional associations and networks
Master Your Opportunity Analysis
With these analysis skills, you're ready to make informed decisions and pursue the right opportunities strategically.
Need help analyzing a specific opportunity?
Contact Support