Let us imagine for a moment that we inhabit an opposite universe. One where left is right, up is down, in is out, and good is bad. Now suppose we wanted to win a government contract in this strange world. To win a government contract there, we would have to lose. How would one go about it? Try these suggestions.

1. How Not To Win A
Government Contract

2. Imagine that we inhabit an
opposite universe.

3. One where left is right, up is
down, in is out, and good is bad.

4. Now suppose
we wanted to
win a
government
contract in
this strange
world.

5. To win a government contract
there, we would have to lose.

6. How would you go
about it?

7. Try these
suggestions.

11. Perform no advance marketing
or positioning whatsoever.

12. Demonstrate that you have absolutely
no understanding of the mission.

18. In so many words, tell the Government
that its requirements are all wrong.

20. Bid a program
manager that is
unknown to the
customer.

49. Use every
inch of
white space
on a page.

50. Submit your
proposal late,
the
government
won’t care.

51. Why is it we so often seem hell-
bent on doing what we know we
should not do in this universe?

52. Do any of these strategies
resonate with you?

53. Fortunately, we live in a
universe where we don’t
have to lose to win.

54. The
government
contracting
world is your
oyster.

55. Go get ‘em!

56. Special thanks to these
photographers!
Yin Yang - http://www.flickr.com/photos/55869694@N08/5169203866
Medals - http://www.flickr.com/photos/23307937@N04/5490539876
Loss - http://www.flickr.com/photos/36686551@N06/6810081372
Jump - http://www.flickr.com/photos/10731706@N00/2563595025
Stamp - http://www.flickr.com/photos/63313714@N00/263370913
Gift - http://www.flickr.com/photos/72153088@N08/6510934443
Binoculars - http://www.flickr.com/photos/36881684@N03/3399096196
Head in sand - http://www.flickr.com/photos/12023825@N04/2898021822
Cheerleader - http://www.flickr.com/photos/27003603@N00/13182995584
Story Book - http://www.flickr.com/photos/25188879@N00/4455833514
Special Offer - http://www.flickr.com/photos/35034361412@N01/2379746034
Bench - http://www.flickr.com/photos/9070031@N03/4900536566
Wrong Way - http://www.flickr.com/photos/52047449@N08/4791054122
Fighters - http://www.flickr.com/photos/48851137@N05/4611463736
Question Man - http://www.flickr.com/photos/26379000@N06/3333044895
No - http://www.flickr.com/photos/90598580@N00/1721233989
Magnifying Glass - http://www.flickr.com/photos/90863480@N00/10268837315
Clowns - http://www.flickr.com/photos/60766987@N00/8097079136
Size - http://www.flickr.com/photos/31557656@N06/3483094014
Dust - http://www.flickr.com/photos/8047705@N02/5396153498
Shocked - http://www.flickr.com/photos/66335021@N00/3219769312
Angry Man - http://www.flickr.com/photos/44312356@N04/7183864959
Spelling Test - http://www.flickr.com/photos/92239147@N00/462868700
Circuit Board- http://www.flickr.com/photos/69135870@N00/7169831317
Typewriter - http://www.flickr.com/photos/53332339@N00/15503065423
Information Overload - http://www.flickr.com/photos/7363465@N08/3925513417
Indecision Dice - http://www.flickr.com/photos/58598613@N00/1747917718
Valve - http://www.flickr.com/photos/58502617@N00/2246915060
Camouflage - http://www.flickr.com/photos/33342562@N02/5267332523
Organizational Chart - http://www.flickr.com/photos/49268158@N00/74151193
Low Prices - http://www.flickr.com/photos/87533340@N00/41916187
Caution - http://www.flickr.com/photos/90248652@N04/15686572212
On Strike - http://www.flickr.com/photos/7545991@N02/8141789116
Cookie Cutter - http://www.flickr.com/photos/118895729@N03/13210290693
Diversity - http://www.flickr.com/photos/49487266@N07/7585722018
Blame - http://www.flickr.com/photos/70405662@N00/1205496024
Wall Clock - http://www.flickr.com/photos/34067077@N00/481184609
Dollar General - http://www.flickr.com/photos/39160147@N03/15818434544
Files - http://www.flickr.com/photos/21093323@N02/8643961221
Hello My Name Is - http://www.flickr.com/photos/60141638@N06/8715304693
Do Not Enter - http://www.flickr.com/photos/58972032@N00/2398568451
Value City - http://www.flickr.com/photos/71978807@N03/11698293884
Jargon - http://www.flickr.com/photos/35034346962@N01/116377877
Hourglass - http://www.flickr.com/photos/7595174@N06/8541529818
Universe - http://www.flickr.com/photos/46221849@N06/4257993725
Question Mark - http://www.flickr.com/photos/76969036@N02/15297945882
Oysters - http://www.flickr.com/photos/44080391@N07/5778358466
Pearls - http://www.flickr.com/photos/21524179@N08/4883171998