The Real Government Contracting Playbook: Positioning, Proof, and Process
- Michelle Foye
- Jan 19
- 2 min read
After years of working inside and alongside government contracting teams, I’ve learned this:
Most businesses don’t lose contracts because they’re unqualified.
They lose because they misunderstand how government buyers think.
Government contracting is not about chasing solicitations.
It’s about reducing risk.
And the companies that win consistently focus on three things—Positioning, Proof, and Process.
Positioning: Be Clear Before You’re Clever
If a contracting officer or prime partner can’t immediately understand where you fit, you won’t make the short list.
Strong positioning answers one question quickly: Why this company, for this work, right now?
That means:
A clear role (prime, subcontractor, or specialist)
A focused offer aligned to how agencies actually buy
Language that mirrors the mission, not marketing slogans
The most successful firms aren’t trying to do everything. They’re known for doing one thing well.
Proof: Trust Is Earned on Paper
Government buyers don’t award contracts based on potential. They award based on evidence.
Proof doesn’t have to start at the federal level. State, local, commercial, and subcontracting experience all count—if it’s documented properly.
What matters is that your experience shows:
You can handle scope and volume
You understand compliance and reporting
You’ve delivered measurable outcomes
Past performance isn’t just a requirement. It’s currency.
Process: Compliance Is Where Contracts Are Won
This is the quiet part most people overlook.
Well-run proposals aren’t flashy. They’re precise.
Process signals reliability:
Following instructions exactly
Submitting complete, compliant responses
Meeting deadlines without exception
Demonstrating internal controls and accountability
Many proposals fail before they’re even evaluated—not because of pricing or capability, but because of preventable compliance issues.
Structure wins in government contracting.
The Executive Summary
Positioning gets you considered. Proof gets you trusted. Process gets you awarded.
When these three are aligned, government contracting stops feeling unpredictable and starts functioning like a system.
That’s the difference between bidding occasionally and building a sustainable pipeline.
And that’s the real playbook.
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