Scott Wance

Too often in GovCon, Capture and Proposal teams work in silos. Tools don’t talk, details slip through, and opportunities get lost. 𝙂𝙤𝙫𝘿𝙖𝙨𝙝 𝙥𝙧𝙤𝙫𝙞𝙙𝙚𝙨 𝙖 𝙨𝙤𝙡𝙪𝙩𝙞𝙤𝙣: • 𝗢𝗻𝗲 𝗰𝗼𝗻𝘁𝗶𝗻𝘂𝗼𝘂𝘀 𝘄𝗼𝗿𝗸𝗳𝗹𝗼𝘄: Data moves seamlessly from Capture to Proposal • 𝗡𝗼 𝗴𝗮𝗽𝘀 𝗯𝗲𝘁𝘄𝗲𝗲𝗻 𝘁𝗲𝗮𝗺𝘀: Intelligence, documents, and context flow forward • 𝗖𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗶𝘃𝗲 𝗳𝗲𝗮𝘁𝘂𝗿𝗲𝘀: Track activity across teams with notes and tasks Read why pipelines can fall apart in the Capture → Proposal transition, and how GovDash holds them together. https://lnkd.in/g_3cBRHu

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Stop chasing every RFP. Start winning as a strategic sub. For most small GovCon firms, subcontracting is the fastest path to revenue, past performance, and relationships—without burning capture budgets. Here’s a simple playbook to build a subcontracting strategy that compounds. 1) Pick your lane - Define 2–3 niche outcomes you deliver (not generic services). - Map those to PWS tasks and LCATs on the vehicles you care about. - Identify 3 target agencies and 10–20 programs where your niche fits. 2) Find the right primes - Focus on primes with: upcoming recompetes, new awards they need to staff fast, or SB subcontracting plan obligations (FAR 19.7). - Look for capability gaps you can fill (tech stack, geography, cleared staff, surge). - Track incumbents that changed NAICS/size or have mediocre CPARS—signals they may need help. 3) Make offers, not asks Outreach template: “Hi [Name], saw [Prime] supporting [Agency/Program]. We specialize in [specific outcome] tied to PWS [X/Y]. On [similar work], we delivered [measurable result]. If you’re shaping [upcoming opp/TO], we can cover [defined work package] with cleared [roles]. Open to a 15-min fit check?” 4) Protect your value - Negotiate defined workshare tied to named tasks and key personnel. - Ensure you’re named in the proposal and post-award reporting; ask to be included in CPARS narrative when appropriate. - Review flowdowns, NDAs/TAs, OCI, IP, and rates. Know limitations on subcontracting for set-asides so your prime stays compliant. 5) Execute for repeatable past performance - Be proposal-ready: resumes, LCAT mapping, price tiles, past performance blurbs. - Deliver fast and ask for a written referral within 30–60 days. - Track 3–2–1 cadence: 3 new prime convos/week → 2 quals → 1 teaming path. How GovScout helps you do this in hours, not weeks: - Surface primes with wins in your NAICS/PSC and upcoming recompetes at your target agencies. - Flag opportunities with subcontracting plan requirements and primes that historically use small business subs. - Pull task order history and PWS language to align your “teaming tiles.” - Find SBLOs and capture leads with validated contacts; set watchlists and alerts. - Benchmark competitors, see past performance signals, and time outreach before RFP drop. If you want my Subcontracting Strategy Canvas (targets, offer tiles, outreach tracker, workshare checklist), comment “SUB” and I’ll share it. What’s your biggest blocker right now: finding the right primes, getting calls, or locking in workshare?

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This shutdown may be over, but the ripple effects across federal contracting are far from settled. The past few weeks slowed awards, shifted timelines, and created a backlog that every capture and proposal team will feel for a while. Here’s how I’m approaching the next few weeks and what I’m advising teams to do: 𝟭. 𝗥𝗲𝘃𝗶𝘀𝗶𝘁 𝘆𝗼𝘂𝗿 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝘄𝗶𝘁𝗵 𝗳𝗿𝗲𝘀𝗵 𝗲𝘆𝗲𝘀. Some opportunities will move faster now. Others may slip into Q2–Q3. Don’t assume the pre-shutdown timeline still applies. 𝟮. 𝗦𝘁𝗿𝗲𝗻𝗴𝘁𝗵𝗲𝗻 𝘆𝗼𝘂𝗿 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿 𝘁𝗼𝘂𝗰𝗵𝗽𝗼𝗶𝗻𝘁𝘀. Agencies are playing catch-up. That means priorities may have shifted, funding may have been reshuffled, and decision-makers are overwhelmed. Go back and validate everything. 𝟯. 𝗧𝗶𝗴𝗵𝘁𝗲𝗻 𝗶𝗻𝘁𝗲𝗿𝗻𝗮𝗹 𝗿𝗲𝗮𝗱𝗶𝗻𝗲𝘀𝘀. I’m seeing more “rapid turn” RFPs lately agencies clearing their backlog. If you don’t have a jump-start outline, content library, and SMEs on standby, you’ll feel it. 𝟰. 𝗘𝘅𝗽𝗲𝗰𝘁 𝗺𝗼𝗿𝗲 𝗰𝗼𝗺𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝗽𝗿𝗲𝘀𝘀𝘂𝗿𝗲. When the market pauses, everyone prepares. When it restarts, everyone bids. Position early or get buried. This is one of those moments where flexibility and readiness matter more than perfect plans. How is your team adjusting post-shutdown?

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💡 Top 5 Mistakes Government Contractors Make When Writing a Proposal 1️⃣ Submitting generic content instead of tailoring it to the agency’s needs. 2️⃣ Ignoring the evaluation criteria — what they score is what matters most. 3️⃣ Forgetting to follow formatting and submission instructions exactly. 4️⃣ Writing like a brochure instead of solving a problem. 5️⃣ Skipping compliance details (insurance, licenses, certifications). 🗓️ Want to learn how to write proposals that actually win? Join the State & Local Government Registration + Proposal Writing Academy on October 16, 2025 at Clayton State University in Morrow, GA. 👉🏽 Sign up here: https://lnkd.in/eivTvvCe #GovConReady #SLEDContracting #ProposalWriting #GovernmentContracts #OpportunityEngineers #SmallBusinessGrowth #ClaytonStateUniversity #DesignShowMarketing

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Myth vs Reality in Proposal Development One assumption we still hear frequently in the GovCon space is this: MYTH: “Offshore proposal writing means lower quality.” REALITY: Proposal quality is determined by experience, process, and understanding of federal procurement, not geography. In federal contracting, evaluators care about a few very specific things: compliance with requirements, clarity of technical approach, relevance of past performance, and how effectively the proposal aligns with evaluation criteria. None of these depend on where the writer sits. They depend on discipline, subject-matter understanding, and a structured proposal process. At RFP Success Partners, our proposal professionals bring: ✓ 5–15 years of federal proposal writing experience across multiple industries. ✓ Strong working knowledge of FAR-based procurements and compliance structures. ✓ Hands-on involvement in winning proposals and competitive submissions. ✓ Experience working within structured proposal processes, from compliance matrices to final submission readiness. The reality is simple: Location can create cost efficiency. Experience and process create quality. For many contractors, especially small and mid-size teams, global proposal talent provides a way to scale proposal capacity without compromising standards. When supported by clear processes, strong proposal management, and experienced writers, distributed teams can deliver the same level of rigor, compliance, and professionalism expected in federal proposal submissions. That’s the model we’ve built at RFP Success Partners, helping contractors expand proposal capacity while maintaining the structure and discipline required in GovCon. What other myths in federal contracting or proposal writing should we bust next? #QualityMatters #GovCon #ProposalWriting #FederalContracting #GlobalTalent

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🚨 #GSA has announced that the Electronic Subcontracting Reporting System (eSRS.gov) will be decommissioned on February 20, 2026, with subcontracting plan reporting transitioning to SAM.gov. To ensure a smooth migration, only active eSRS users will be transitioned. Agencies and contractors should take the following steps: 🔹Log into your eSRS.gov account (if you have not done so within the last six months) before February 20, 2026 🔹Create a SAM.gov account using the same email address associated with your eSRS account 🔹If you already have a SAM.gov account, confirm the email matches one tied to your eSRS account 🔹Download any needed records prior to decommissioning, as some functionality may be unavailable during transition For additional guidance, visit: https://lnkd.in/eYBzyiPX #govcon #SAM

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One of the myths in federal contracting is that you can’t talk to the government before an RFP drops. I see it all the time: Businesses hesitating to pick up the phone because they’re afraid of "unfair advantage" or crossing a line. They wait for the solicitation to hit the street, thinking that’s the "safe" time to engage. But if you wait for the RFP, you’re usually too late. You’re just reacting. The truth? You have a regulatory permission slip to talk. It’s called FAR 15.201. This regulation doesn’t just allow exchanges with industry before proposal receipt—it explicitly encourages them. It states that early exchange helps the government understand industry capabilities and helps us understand their requirements. Early engagement is the only way to move from a compliant bidder to a responsive partner. Use FAR 15.201 to your advantage: • Respond to RFIs with shaping in mind. • Attend Industry Days (and actually ask questions). • Request draft RFP walkthroughs. Don't guess what they need. Ask them. The FAR says you can. How often do you quote FAR 15.201 to federal COs and Small Biz Liasons to get that meeting?

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GovCon Insight: The Value of Pre-RFP Engagement Here’s a secret: Most winning proposals don’t start when the RFP is released. They start months earlier—with conversations, research, and relationship-building. 💡 Contractors who engage early with agencies are far more likely to win because they understand the mission before the competition. At BL Gov, we help businesses position themselves before the race begins. Don’t just react, get proactive. #GovConTips #CaptureStrategy #GovernmentContracting #BLGov #SmallBusinessSuccess

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Struggling to write winning proposals? This method flips the script. Use real numbers, clear impact, and proof your solution works. Show results. #GovCon #RFP #Procurement #Contracting

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