Earlier quoted context omitted.
The big trick is the proposal itself. Writing that is only possible if you are already tied in at all kinds of levels. I've seen some of these tenders up close, the companies that land the deals submit phone book sized proposals to tenders that are officially open but actually closed unless you are in a very select circle already. It's not uncommon for the proposal writer to then pass on the actual work to a whole sl…
Are you saying this is how contracts are awarded on FedBiz Ops? I know a handful of small players, myself included who have won IT contracts with the gov't and it is not at all like you stated.
I do grant writing for nonprofit and public agencies, along with some research-based businesses, and people interested in getting into this sort of thing will contact us, or people like us.
We're a little like lawyers: it is possible to do everything right, but it's very hard and unlikely if it's your first rodeo.
To take one small example: when you submit a budget, is it a program budget or a total project budget? Err and your application may be disqualified. Or consider indirect cost rates: http://seliger.com/2016/05/16/federally-approved-indirect-co... .
Again, either of these things are small, but multiply them x1000 and suddenly you'll understand why organizations hire us!