To Protest or Not to Protest: That is the Question

So, you and your team have put in countless hours, met with the customer, engaged with the contracting officer, followed all the rules, and presented what you believed was the best value proposal. Yet, the email arrives—No Award. Everyone is frustrated: you, your team, and especially your VP of Sales, who demands a protest.

But should you? And if so, how do you begin?

The reality is that not all opportunities can be protested. Even when an opportunity is eligible for protest, it’s important to ask: Is it the right thing to do? Your company wants answers, and it’s understandable. The key here is process.

Step 1: Take a Breath and Look Back

Before diving into a protest, conduct a thorough lookback on your response. Was there anything missing? Did you truly meet all the evaluation criteria? This reflection phase allows you to identify potential weaknesses in your submission, which could offer insights into why you lost the bid.

Step 2: Contact the Contracting Officer for a Debrief

Always request a formal debriefing from the contracting officer. This step is critical, as it provides direct feedback on how your proposal was evaluated and can offer valuable insights into why you were not selected. Often, the debrief reveals that the contracting process was fair, but there were areas in your proposal that needed improvement.

Step 3: Analyze the Grounds for Protest

After receiving the debrief, evaluate whether you have valid grounds for a protest. There are strict guidelines about what can and cannot be protested. Issues such as arbitrary evaluations, improper procedures, or violations of law are legitimate protest points. However, simply being unhappy with the result is not enough.

Step 4: Follow the Process

If, after careful consideration, your team believes a protest is warranted, follow the formal process. A knee-jerk reaction to protest without solid grounds and without following the correct steps rarely ends well. The government contracting process is structured, and missteps can not only cost your company but damage your reputation with the customer.

Training Matters: Equip Your Team for Success

When it comes to government sales, knowledge is power. A well-trained team can make all the difference between closing a deal and missing out. At TriStar Business Solutions, we believe that the foundation for success in this market starts long before the proposal is submitted. It begins with arming your sales team—both inside sales and field sales—with the right tools, knowledge, and confidence to effectively navigate the government contracting landscape.

Why Training is Essential

The government sales process is vastly different from selling in the private sector. It’s not just about having the best product or service; it’s about understanding the regulations, policies, and specific requirements that come with doing business with the government. The decision-making process can be lengthy, and procurement officials are bound by rules that can be tricky to navigate if you're not familiar with them.

Without the proper training, sales teams can easily fall into common pitfalls, such as misunderstanding contract vehicles, missing compliance requirements, or overlooking the nuances of how government customers make decisions. Effective training ensures your team avoids these mistakes and maximizes every opportunity.

TriStar’s Comprehensive Training Programs

At TriStar Business Solutions, we offer tailored training programs designed to equip both inside sales and field sales teams with the knowledge and skills necessary to confidently engage with government accounts. Here’s how we do it:

1. Inside Sales Training: Inside sales teams are often the first point of contact with potential government customers. We provide them with the training to:

• Understand government-specific sales cycles.

• Master RFP and RFQ processes.

• Effectively communicate with procurement officers.

• Qualify leads in the complex world of government contracting.

• Utilize CRM systems to track and manage opportunities with government entities.

2. Field Sales Training: Field sales teams need to be experts not only in your product but also in how to position that product to government customers. Our training helps them:

• Develop relationships with key decision-makers.

• Navigate the intricacies of government budgets and funding.

• Understand contract vehicles like GSA Schedules, BPA (Blanket Purchase Agreements), and IDIQ (Indefinite Delivery, Indefinite Quantity) contracts.

• Conduct thorough market research and intelligence gathering to identify opportunities within agencies, departments, and programs.

• Present value propositions in a way that resonates with government procurement officials and contracting officers.

3. Proposal and Contract Management Training: We also offer specialized training on the proposal development process, including:

• How to prepare compliant and compelling bids.

• Pricing strategies that align with government budget constraints.

• Post-award contract management to ensure smooth execution after winning the contract.

Empowering Your Team with Confidence

Government sales can feel overwhelming, but with the right training, your team will not only understand the process but approach each opportunity with confidence. They’ll be prepared to ask the right questions, present tailored solutions, and navigate the complex world of government procurement with ease.

Our programs ensure your inside and field sales teams are aligned in their approach, speaking the same language, and leveraging their respective roles to drive success for your organization.

Why Choose TriStar Business Solutions for Training?

1. Deep Industry Expertise: We bring decades of experience in the government contracting space, meaning we know what works and what doesn’t.

2. Customized Training Programs: We tailor our training to meet the specific needs of your sales team, whether they are new to government contracting or experienced but looking to sharpen their skills.

3. Ongoing Support: Our commitment doesn’t end when the training is over. We provide ongoing support to ensure your team stays up-to-date with changing regulations and continues to grow in their ability to sell to government accounts.

In the ever-evolving world of government contracting, being well-trained is not just an advantage—it’s a necessity. At TriStar Business Solutions, we empower your team with the tools they need to win more government opportunities and make informed, strategic decisions in every step of the process.