How to Navigate Proposal Turmoil After Trump’s Onsite Work Order

In a decisive move to reshape federal operations, President Donald Trump has signed an executive mandate requiring federal employees to return to full-time, in-office work. The Return to In-Person Work mandate, dated January 20, 2025, states:

“Heads of all departments and agencies in the executive branch of Government shall, as soon as practicable, take all necessary steps to terminate remote work arrangements and require employees to return to work in person at their respective duty stations on a full-time basis, provided that the department and agency heads shall make exemptions they deem necessary.”

This policy shift affects government personnel and ripples through the contracting ecosystem, particularly impacting business development, capture, and proposal management professionals. We took a LinkedIn poll and asked if the Return to In-Person Work order would have a positive impact, negative impact, or no impact on bid and proposal operations, and 445 respondents weighed in:

  • 24% Positive
  • 47% Negative
  • 29% No Impact

As the poll indicates, respondents thought the new order would bring challenges, as summarized below.

Challenges and Opportunities

  1. In-Person Engagement
    • Challenge: Scheduling in-person meetings may become more competitive, requiring proactive planning and adaptability to align with federal stakeholders’ availability.
    • Opportunity: With federal employees mandated to work onsite, business development and capture professionals may find increased opportunities for face-to-face interactions. Such engagements can deepen relationships and provide clearer insights into agency needs and priorities.
  2. New Capture and Proposal Development Dynamics
    • Challenge: Contractors accustomed to remote collaborations may need to adjust to increased expectations for in-person proposal discussions and oral presentations, necessitating logistical adjustments and potential increases in travel expenditures.
    • Opportunity: Onsite federal teams might expedite decision-making processes, potentially leading to quicker feedback loops during proposal development.
  3. Operational Adjustments
    • Challenge: Companies may need to adjust their remote work policies to ensure seamless collaboration with federal clients and adjust for higher costs related to travel or corporate onsite work costs.
    • Opportunity: The mandate could lead to more predictable schedules and availability of federal staff, allowing contractors to plan engagements and submissions more effectively.

Conclusion – Navigating the New Landscape

The executive order marks a significant transition in federal workforce operations, directly influencing the bid and proposal community. To thrive under this new directive, contractors must embrace flexibility, proactively seek in-person engagements, and recalibrate their operational strategies to align with federal agencies’ evolving expectations.

Relevant Information

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 LinkedInFacebook, and YouTube(TM).