How to Conduct a Competitive Analysis for a Government RFP
If you’re a California Disabled Veteran Business Enterprise (DVBE), responding to government RFPs isn’t just about writing a good proposal—it’s about writing the right proposal. One of the most effective ways to improve your win rate is to conduct a competitive analysis before submitting.
This guide will walk you through evaluating the competition, identifying strategic advantages, and aligning your DVBE offering to stand out.
What Is Competitive Analysis in Government Contracting?
Competitive analysis is the process of researching and evaluating who else is likely to bid on the same contract, as well as identifying their potential advantages and weaknesses. In the DVBE space, this could include:
Other DVBEs in the California database
Large prime contractors who regularly subcontract to DVBEs
Firms listed in recent bid awards for similar projects
By knowing who you’re up against, you can tailor your response to differentiate your capabilities and value proposition.
Step-by-Step Guide to RFP Competitive Analysis
1. Review Past Awards
Check the California State Contracts Register or Cal eProcure to see which firms have previously won similar contracts. Pay attention to:
The size of the contract
Whether a DVBE subcontractor was involved
Which primes consistently win in your niche
Tip: Search the contract’s department or agency to spot recurring vendors.
2. Identify Likely Competitors
Based on your scope of work, ask:
Which DVBEs offer similar services?
Which primes need DVBEs to meet participation goals?
Use the CA DVBE Search tool to identify registered competitors in your sector.
3. Assess Their Strengths and Weaknesses
Look at competitor websites, capability statements, and past project summaries. Consider:
Do they have a stronger technical offering?
Are they less familiar with California's compliance requirements?
Do you offer faster response times or better local knowledge?
4. Map Your Advantages
Once you know who you're up against, align your strengths. If the RFP mentions community impact, and you’re based in the region, emphasize your local hiring. If cybersecurity is a concern, highlight relevant certifications or partnerships.
Why Competitive Analysis Matters for DVBEs
As a DVBE, you may already have a participation advantage—but that won’t guarantee a win. Strategic competitors may still undercut you on price or outshine you in technical sections.
By doing your homework, you can:
Pre-position your firm with the buyer
Select the right teaming partners
Emphasize what makes your DVBE unique
Final Thought
You only get one shot at most RFPs. A strong competitive analysis doesn’t just help you bid—it enables you to bid smart.
If you're a prime looking for a qualified California DVBE partner, or a DVBE needing help navigating your next RFP, contact us to strengthen your competitive edge.
