Government evaluators score proposals against Section M criteria using what they can literally see on the page — not what's in your head. Compliance and clarity beat creativity every time.
The Capability Statement (your GovCon business card)
A one-page document every business needs before bidding anything. It must include:
- Company overview (2-3 sentences: who you are, what you do, differentiators).
- Core competencies (bulleted list matched to your target NAICS codes).
- Past performance (contract names, agencies, dollar values, and outcomes — even commercial equivalents count if no federal history yet).
- Differentiators (certifications, clearances, unique tech, key personnel).
- Company data: UEI, CAGE code, NAICS codes, certifications (8(a)/WOSB/SDVOSB/HUBZone), point of contact, and business size.
The typical proposal structure (services RFP)
| Volume | Contents | What evaluators look for |
|---|---|---|
| Volume I — Technical | Your approach to the Statement of Work, staffing plan, management approach, risk mitigation. | Understanding of requirements, feasibility, low risk. |
| Volume II — Past Performance | Relevant prior contracts, CPARS ratings, references. | Evidence you've done this kind of work successfully before. |
| Volume III — Price | Cost/price proposal per the required format. | Reasonableness, realism, and value — not just 'lowest number.' |
| Volume IV — Small Business / Socioeconomic (if applicable) | Subcontracting plan, certifications. | Compliance with small-business participation goals. |
Build a compliance matrix — every single time
Take every 'shall' and 'must' statement from Section L and C/PWS and put it in a spreadsheet: Requirement | Where addressed in our proposal | Page number. Evaluators eliminate non-compliant proposals before they even score technical merit — this single habit prevents the #1 cause of automatic disqualification.
PRO TIP — Writing style that wins
Use active voice ('Our team will deploy...' not 'Deployment will be conducted...'), lead every section with a clear benefit-to-the-government statement, mirror the evaluator's own language from the RFP, and never assume the evaluator already knows your company — write as if a stranger with no context is scoring you strictly against the page.
Past performance when you're brand new
- Use commercial/private-sector contracts of similar size and scope — most solicitations accept 'relevant' experience, not only federal experience.
- Team with an experienced prime as a subcontractor to build a federal past-performance record.
- Pursue smaller simplified acquisitions (under the Simplified Acquisition Threshold) to build a track record faster.
- Ask every completed client for a short reference letter you can reuse across future proposals.