Drive Business Growth Now with GWACS and IDIQs

Are you looking to generate lucrative business from government-wide acquisition contracts (GWACs) and indefinite delivery/indefinite quantity contracts (IDIQs)? These contract vehicles are the gateway to billions of dollars in federal spending, offering businesses a streamlined path to secure high-value, long-term work with the government. This blog provides tips for helping you thrive after winning GWAC and IDIQ contracts.

Understand the Landscape Early

One of the critical pillars of success in generating lucrative business from GWACs and IDIQs is understanding the contracting landscape and your competitors. This early understanding is crucial, as it allows you to identify the bids likely to be competed in your area of expertise and the projects you can bring to the contract vehicle. By defining the bid and proposal (B&P) budget and resources needed to win potential tasks, you can ensure you are well-prepared for the competition.

Top earners on most GWAC and IDIQ contracts have done their homework, capitalized their B&P, and identified resources early to win over the contract’s life. For instance, the top 10 earns on these GWACs won a large percentage of the total contract spending:

• CIO-SP3 (unrestricted) earners won 77% of the $17B in contract spending to date
• OASIS (unrestricted) earners won 73% of the total $43B in contract value to date
• GSA Alliant 2 (unrestricted) earners won 68% of the total $34B in contract spending to date

CIO-SP3 had 57 contract awardees, OASIS had 74, and GSA Alliant 2 had 60. This same rule generally applies to small business GWACs and IDIQs.

Develop a Targeted Strategy

A targeted strategy is crucial to generate lucrative business from GWACs and IDIQs. Focus on contracts that align with your company’s strengths and capabilities. Identify the GWAC and IDIQ task orders that best match your services and market niche. Analyze the scope, past performance requirements, and pricing expectations. By narrowing your focus, you can develop a more compelling proposal that resonates with evaluators, increasing your chances of securing a spot on these lucrative contracts.

Build Relationships, Network, and Use Social Media

Generating a lucrative business from GWACs and IDIQs is not just about submitting winning proposals; it’s also about building relationships. You must connect with contracting officers, agency stakeholders, and potential teaming partners by arranging visits, attending industry days and networking events, and using social media. These relationships can provide insights into upcoming opportunities, agency priorities, and the competitive landscape.

Invest in Proposal Excellence

Your proposal is your ultimate gateway to success when it comes to GWACs and IDIQs. Develop a proposal management process that emphasizes compliance, responsiveness, and persuasiveness. Acquire employees or consultants who can articulate your strengths and best value proposition. Engage graphics specialists to create strong graphics, charts, and visuals to reinforce your points and make your proposal easy to evaluate.

Stay Agile and Adaptable

The federal contracting landscape is constantly evolving, and to maintain a lucrative business from GWACs and IDIQs, you need to stay agile and adaptable. Monitor changes in government procurement trends, policies, and regulations that may impact GWAC and IDIQ contracts. Be prepared to pivot your strategy as needed, whether adjusting your pricing model, refining your proposal approach, or expanding your service offerings to meet emerging needs. An adaptable business can capitalize on new opportunities as they arise.

Use Data and Technology

Use market intelligence tools to track upcoming opportunities, gather insights on competitors, and analyze agency spending patterns before you start contacting your customers for information. Implement proposal automation software, including generative artificial intelligence (GenAI), to streamline your proposal development process, ensuring consistency, compliance, and speed.

Conclusion

Generating a lucrative business from GWACs and IDIQs requires a strategic approach, a deep understanding of the contracting landscape, and a commitment to excellence. Your business can secure its place on these valuable contract vehicles by targeting the right opportunities, building solid relationships, investing in top-notch proposal resources, staying adaptable, and leveraging data and technology. Remember, success in GWACs and IDIQs is about winning the contract and building a sustainable pipeline of opportunities that drives long-term growth and profitability.

Related Content

• Blog: Victory Against the Odds: GWAC Survival Tactics
• Video: Victory Against the Odds: GWAC Survival Tactics
• Blog: Empower Business Growth by Learning How to Scale BD Resources
• Video: Moving Proposals from Good to Great: Insights from Three APMP Fellows

By Brenda Crist, Vice President at Lohfeld Consulting Group, MPA, CPP APMP Fellow

Lohfeld Consulting Group has proven results specializing in helping companies create winning captures and proposals. As the premier capture and proposal services consulting firm focused exclusively on government markets, we provide expert assistance to government contractors in Capture Planning and Strategy, Proposal Management and Writing, Capture and Proposal Process and Infrastructure, and Training. In the last 3 years, we’ve supported over 550 proposals winning more than $170B for our clients—including the Top 10 government contractors. Lohfeld Consulting Group is your “go-to” capture and proposal source! Start winning by contacting us at www.lohfeldconsulting.com and join us on LinkedIn, Facebook, and YouTube^(TM).