Course 13
GovCon Business Systems
Teaches users how to build the internal operating systems behind a real GovCon business: pipeline, proposal library, pricing models, compliance calendar, accounting discipline, contract files, and performance records.
What This Course Helps You Do
- Build pipeline, contact, proposal, past performance, pricing, compliance, contract file, invoice, risk, and lessons-learned systems.
- Use actual performance data to improve pricing and proposals.
- Scale without chaos.
Templates
Module 1Systems Mindset
2 lessons
Lesson 1
GovCon Is Not Just Bidding
GovCon requires registration, market research, pipeline, relationships, proposals, pricing, contract documents, deliverables, invoices, labor, cyber, subcontractors, past performance, and records. Memory and scattered emails eventually break.
Lesson 2
Compounding Advantage
Every bid, loss, win, invoice, issue, and closeout should improve templates, pricing, checklists, market maps, and future decisions.
Module 2Pipeline and CRM
2 lessons
Lesson 1
Pipeline System
Track market targets, forecasts, Sources Sought, RFIs, draft RFPs, presolicitations, active solicitations, submissions, award pending, wins, losses, recompetes, and subcontracting targets.
Lesson 2
Contact System
Track agency, prime, subcontractor, APEX, event, and reference contacts with role, organization, topic, follow-up date, notes, and related opportunities.
Module 3Proposal and Past Performance Libraries
2 lessons
Lesson 1
Proposal Library
Store reusable company overview, technical approaches, management plans, staffing, QCP, risk tables, transition, past performance, resumes, certifications, pricing assumptions, and checklists. Tailor every reuse.
Lesson 2
Past Performance Library
Store project/customer, dates, value, scope, role, location, NAICS/PSC, contact, results, metrics, issue resolution, and relevance tags.
Module 4Pricing, Compliance, and Contract Files
3 lessons
Lesson 1
Pricing System and Actuals
Maintain reusable pricing models for labor, options, T&M, materials, travel, subcontractors, cash flow, and walk-away price. Compare estimated vs actual costs after performance.
Lesson 2
Compliance Calendar
Track SAM renewal, certifications, insurance, licenses, cyber dates, wage updates, reports, option dates, CPARS, training, background checks, site visits, and proposal deadlines.
Lesson 3
Contract File System
Each contract should store award docs, solicitation/amendments, proposal, CLIN/pricing, contacts, deliverables, invoices, quality records, communications, mods, subcontracts, labor, cyber, issues, CPARS, and closeout.
Module 5Subcontractors, Risks, and Growth
3 lessons
Lesson 1
Subcontractor Management System
Maintain sub files with agreement, scope, flow-downs, quotes, insurance, certifications, licenses, invoices, payment, quality, safety, labor, cyber, changes, and performance notes.
Lesson 2
Risk and Compliance Registers
Track risks and compliance obligations by category, impact, probability, owner, mitigation, source, frequency, evidence, and status.
Lesson 3
Training and Growth
Train relevant team members on scope, CO/COR roles, deliverables, timekeeping, invoice support, labor, cyber, quality, safety, change control, and records. Grow only when systems can scale.
Final Exercise
- Build a basic GovCon operating system with trackers, folders, library assets, pricing model, compliance calendar, invoice tracker, risk register, and lessons log.
Final Takeaway
A beginner works from memory. A serious contractor works from systems.