Positioning for 100% PWin on Every Recompete

by Carlo Uchello, President, Sound Business Solutions 

 


Every company and executive in the federal contracting marketplace strives for growth. Given the limited number of new opportunities, many organizations concentrate their efforts on capturing work from incumbents. While this strategy can be effective, relying exclusively on it may cause a company to overlook another equally valuable approach: improving the probability of winning (PWin) on recompetes.

In my book “100% PWin™,” I highlight that in my most recent role as an operations leader, my organization won 100% of its recompetes in the last two years. This wasn’t by accident; it was the result of a focused effort to improve how we ran our business and managed projects. By adopting a conscious strategy, you can significantly increase the PWin on your own recompetes. Moreover, with proper training, project managers can identify opportunities to organically grow the value of their existing contracts, which can sometimes be easier than focusing all efforts on writing competitive proposals.

If your company doesn’t already have a documented recompete strategy, there may be a temptation to focus on only a few specific recompetes. While this approach may seem reasonable, since the largest and most profitable contracts often get the most attention, the real value of a company-wide recompete strategy lies in its consistency. When it becomes second nature for the entire organization, it significantly increases the likelihood of success.

The foundation of a strong recompete strategy rests on two key areas: Execution Excellence and Customer Relationship Management.

 


Read the entire article in the Winter 2025 edition of Service Contractor magazine.