7 Steps to Winning More Government Contracts

Opportunity response optimization (ORO) is an enterprise’s ability to make a knowledgeable judgment to accept or decline a sales opportunity based on risk, resources, time, and potential profitability.

The concept of opportunity response optimization requires an entire organization’s focus and commitment to ensuring profitability. But the IT organization—the CIO, specifically—must play a central role to make sure any ORO strategy delivers results. Here are the three key reasons why:

• IT is best positioned
• IT self-preservation
• Portfolio prioritization

If your company is deciding whether or not to engage in a business transaction with a customer for the supply of non-standard products or services, the accuracy of your bid sets the benchmark for the eventual profit margin on the deal, regardless of industry.

AMR Research recently highlighted the failure of many companies to respond accurately to new business opportunities. In fact, up to 40% of data submitted within a selling response is merely guesswork because company systems and processes don’t enable greater accuracy.

In a recession where there is more competition than ever before for fewer government contracts, it’s critical to capitalize on the systems and processes that bring you the greatest profits. In this white paper AMR identifies key areas of inefficiency and the impact these can have on your business.

To learn more about Deltek’s solutions for winning more government contracts and increasing profits, visit www.Deltek.com/Govwin.