Landing a government contract can transform your business—but standing out in a sea of RFP responses? That’s the real challenge.
For small businesses entering the defense contracting space, responding to a Department of Defense (DoD) RFP is more than just submitting a proposal. It’s your chance to prove you’re ready, capable, and valuable. At Seashore IT, we help businesses not just get compliant—but get noticed.
Here’s how to make your RFP response rise above the rest.
1. Understand the Mission, Not Just the Scope
Before writing anything, study the agency’s mission and the specific program goals behind the RFP. Ask yourself:
Why is the DoD investing in this contract?
What operational problem is it trying to solve?
How does your solution fit into the bigger picture?
Showing that you understand the “why” behind the work goes a long way. It shows you’re not just a vendor—you’re a mission partner.
2. Highlight Your Agility and Innovation
Large primes may have size and history on their side, but small businesses have a superpower: agility.
Emphasize how quickly you can adapt, innovate, and deliver.
Share examples of past projects where you pivoted fast or solved complex problems with limited resources.
Pro tip: Government buyers love efficiency. If you can do more with less, say it clearly and back it up with results.
3. Make Compliance and Security a Priority
The DoD takes cybersecurity seriously—especially when proposals involve Controlled Unclassified Information (CUI). That’s where CMMC comes into play.
Make sure your response includes:
Your current cybersecurity posture
A roadmap to CMMC compliance (even if you’re still working toward it)
Any cybersecurity partners you’re working with (like Seashore IT)
Demonstrating that you take compliance seriously builds confidence with evaluators.
4. Use Plain Language with Purpose
Government evaluators read dozens of proposals—sometimes hundreds. The ones that stand out are:
Easy to understand
Free of buzzwords
Direct about capabilities and results
Use clear, structured writing and match your language to the evaluation criteria in the RFP. Make it easy for reviewers to check boxes as they read.
5. Show Past Performance (Even If It’s Not With the DoD)
If you’re new to federal work, that’s okay—just lean on your commercial or state/local experience.
Highlight projects with similar scope or complexity
Mention any quality standards you’ve met (ISO, ITAR, etc.)
Emphasize relationships with other primes or subcontractors in the defense ecosystem
Don’t underestimate the value of a strong teaming strategy—if you’re partnering with experienced firms, make that clear.
6. Address Every Requirement Clearly
This sounds obvious, but you’d be surprised how many proposals fail here.
Use the exact wording from the RFP in your responses
Answer each requirement point-by-point
Include a compliance matrix if needed
You want to eliminate any doubt that you fully understand and meet the requirements.
7. Make Your Value Proposition Crystal Clear
Why you? Why now? Why this contract?
Your response should answer all three. Summarize your value proposition in a short, compelling way at the beginning of your technical response. Keep it focused on results, reliability, and readiness.
8. Polish the Package
First impressions count—even in a technical proposal.
Use consistent formatting and headers
Include a professional cover letter
Add visual elements where allowed (charts, timelines, organization charts)
A well-organized proposal signals that you take the process seriously and can handle complex, detailed work.
Bonus Tip: Start Preparing Before the RFP Drops
The most competitive contractors don’t wait until the RFP is released—they:
Track opportunities early through SAM.gov or DSIP
Build relationships with contracting officers and primes
Prepare templates, resumes, and capabilities statements in advance
At Seashore IT, we help small businesses not just meet the requirements—but stand out.
Ready to Win Your First DoD Contract?
Seashore IT can help you:
Strengthen your cybersecurity posture
Prepare for CMMC compliance
Navigate RFPs with confidence
Whether you’re building your first proposal or fine-tuning your compliance strategy, we’re here to help you compete and succeed.
