7 Tips for Winning a Government Contract

The world of winning government business can be complicated and delicate. One misstep and your organization may miss out on a vital contract. How can you make sure that your business stands out and closes deal after deal? Here are a few tips for mastering the government contract sale:


1. Watch the opportunity pipeline closely

Establish a pipeline review cadence and keep opportunities up to date. Those successful at pipeline management have a contract selection methodology and process that they follow. Be prepared to take appropriate action for every prospect in your funnel to keep guiding them toward the bottom.

2. Fully assess the Probability of Award (POA)

If the probability of award is low, do not waste valuable Bid & Proposal dollars. Ask yourself this question, “Have I ever met or talked with the customer?” If the answer is no, don’t include the opportunity in your pipeline. If your POA looks promising, be sure to follow up with that opportunity.

3. Know your customer

What problem or pain is the customer looking to resolve? Take the time to truly comprehend the customer’s needs/pains and solve them. There’s nothing worse than presenting a proposal to a customer and realizing you have failed to provide a solution for their needs.

4. Listen to your customer

Stop talking about how great your company is and truly listen to the customer. Ask them questions and listen attentively. Make sure you understand not only who you’ll be working with, but what the customer is looking for and how your organization can best serve them.

5. Identify what makes your company unique

What do you have that others don’t? Technology? Inventions? Patents?  Methodologies? Find a differentiator and highlight it. While tip 4 on this list exists to make sure you are attentive to your customer’s needs, you certainly want to sell them on your organization as well! The key is finding a balance between the two in your proposal.

6. Consider a teaming partner

It is very trendy in today’s GovCon marketplace to find a teaming partner. This is great for the customer and the contractor as it spreads the risk and makes for a stronger contractor team. Get your agreement in place before you bid.

7. Have a documented capture process

Document the entire capture process and follow it. Keep continuity in the teams from capture, proposal, and at a minimum into the initial planning phase of execution. If you don’t have visibility into your sales and pipeline process, how can you ever expect to win new opportunities?


The key to succeeding at winning new government contracts is to have true visibility into your pipeline. Unanet’s customer relationship management (CRM) and pipeline management software provides real-time data and insights into your opportunities, as well as your won or lost contracts. Learn more about the GovCon industry and why the future is bright in our on-demand webinar!

Kim Koster

Kim Koster

Kim is currently the Vice President of Product Marketing for Unanet. She concentrates on thought leadership and market positioning specifically in the areas of project management, accounting and government contracting.  She started her career working for Raytheon where she held multiple management positions such as the Javelin Joint Venture Controller and Product Line Business Manager. Her love of project management developed in the early years of her career and today still enjoys talking about it and providing direction on best practices. After 17 years at Raytheon she joined ATK where she held the positions of Director of Business Systems, EVM Focal Point, and Finance Director.  Over the years Kim led multiple large ERP system implementations. She has been a mentor for her organizations and has provided guidance to many project and executive teams. Kim holds a BBA in Finance from the University of North Texas.

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