Salentis International

Why dont Defence and Government Services contractors win as much business as they think they deserve? Our experience of working with these contractors is that their bids are often chaotic across three areas and what we call the Chaos Triangle: PEOPLE CHAOS This is typically where the same writers are being used on many bids or they are seconded from their day job. This means they are spread too thin and dont give your bid the attention it needs so they: - write at night or on Sundays - deliver late, or not at all and the writing quality is often poor as they rush to get something/anything in. The result of people chaos is that the proposals arent compelling to an evaluator. CONTENT CHAOS This shows up in lots of ways: - There are too many chiefs who each have an opinion on what should be in the proposal. This results in the proposal bouncing through an endless cycle of rewrites: - Writers start writing before they fully understand the requirement, the solution and, importantly,...