Earlier today, we had the chance to sit down with Michael C. — a capture expert with over 15 years of experience in federal contracting, including work at Forcepoint Federal (now Everfox), Horizon Industries, KPMG, and on major DoD projects. What followed was a masterclass on what actually drives wins in

If you’ve been in federal contracting, you’ve probably heard this: “You can forecast upcoming RFPs. Every agency publishes them.” And technically, it’s true. Each federal agency releases its own procurement forecast — a document that outlines expected contracting opportunities, typically published once a year before formal RFPs are

Many bid managers say it’s already too late once they find an RFP. That’s why capture managers work ahead of time—building relationships with agencies to shape RFPs so they favor our capabilities. On large deals this “influence” phase can take years, yet no one questions the importance

The Universal RFP Challenge After speaking with numerous industry players, one thing is crystal clear: anyone dealing with RFPs (Requests for Proposals) is experiencing pain. SMEs and large enterprises may approach the RFP process differently, but the struggle remains universal. For SMEs, the challenge lies in handling a smaller number

Deciding whether to pursue or pass on a bid—known as the go/no-go decision—is one of the most pivotal aspects of procurement. Yet, many organizations still rely on instinct, internal discussions, or sales-driven urgency rather than structured evaluation frameworks. Industry data shows that companies with a formalized go/

The procurement landscape is undergoing rapid transformation, shaped by technological advancements, competitive pressures, and evolving government regulations. In 2023 alone, U.S. federal agencies spent over $759 billion on contracts. The competition for these contracts is fierce, and understanding how enterprises and SMEs navigate bidding is essential to building a