There are several good reasons why proposals are successful and win awards. Here are a sample:

Misinterpretation/Failure to Comply with Specifications

  • Failure to Demonstrate Understanding of Technical Requirements
  • Over-Simplifying Technical Problems
  • Technical Approach Not Feasible with Regard to Time/Cost Constraints
  • Over-Optimism in Proposed Technical Approach
  • Proposal that Promises a Vague Solution, Rather than a Detailed Demonstration of the Technical Approach
  • Evaluation Criteria Issues Missed

Here are Common Potential Problems:

  • Not Visiting Work Site
  • Not Flowing Down/Verifying Subcontractors/Supplies
  • Not Including Clauses, Which Protect Your Interests
    • Escalation
    • Changes
    • Disputes
    • Termination
    • Progress Payments
  • Picking Most Favorable Interpretation of Ambiguous Specs/Drawings

One has to avoid the potential problems when pursuing government contracts. Some of those reasons are not visiting the work site, not flowing down the requirement to your subcontractors, vendors, and suppliers. When flowing down your requirements to teaming members and subcontractors you have to ensure they follow all the clauses and changes that are incorporated into your contract and the best way to do that is to put it in their formal subcontract to your teaming members and suppliers.

Avoid ambiguous terms, drawings, and specification terminology which can be interpreted in a most favorable way that is not in compliance with the contract. If you have this or any other problems with proposals contact Greco Research Engineering Co, Inc. (GRE of Virginia Beach, VA) We improve the proposal process to ensure winning proposal products.

The content presented is taken from GRE’s Proposal Training course presented by Dr. Frank Greco. Information regarding GRE’s Proposal Training and similar inquiries can be directed to and website


Wishing you business success,

Frank J. Greco, Ph. D.