by Eric Frahm
CEO - Gallium Solutions

Selecting the right proposal consultant can mean a successful bid rather than a wasted effort. With government contracting becoming more competitive, the right expertise can ensure your proposals are compliant and compelling. 

Here’s what to consider when evaluating potential consultants.

What to Look for in a Proposal Consultant

  1. Domain Expertise – A strong consultant doesn’t just understand proposal writing; they know the specific mission, acquisition processes, and evaluation criteria of the agency you’re targeting. This understanding ensures proposal alignment with agency priorities and an ability to anticipate key objections.
  2. Proven Track Record – A consultant should have a history of winning proposals similar to the ones you seek to pursue. Past performance is a key indicator of their ability to navigate the complexities of government contracting.
  3. Ability to Scale with Your Business – If your goal is long-term government contracting success, a consultant should provide more than just a one-time proposal service. They should offer strategic guidance on future contracts and how to transition into a sustainable government partner.

Common Pitfalls to Avoid

  1. Hiring a Retired Senior Leader for Their Connections – While former agency heads or 3-4 star general officers may open doors, they are unlikely to engage in the level of detail required for proposal success. Many won’t be willing to assist in writing a proposal at all, making their value limited in practical terms.
  2. Relying on Mid-Tier Leaders Without the Right Expertise – Colonels through 2-star generals or their civilian equivalents often command high consulting fees but may lack the broad acquisition background or business experience needed to guide a company effectively. Their expertise may be too limited to provide the comprehensive strategy required for government contracting success.
  3. Hiring Junior Former Government Employees – Many junior employees leave government after only a few years and lack the experience to drive meaningful results. The assumption that a single hire can unlock the government market is deeply flawed. As we often say, “If it were so simple that every company was one hire away from breaking into the government market, government innovation wouldn’t be a problem.” While widely believed, this advice does not hold up under scrutiny.
  4. Choosing a Generalist Over a Specialist – Some consultants claim expertise in all aspects of proposal writing, but government proposals—especially in technical and defense sectors—require deep domain knowledge. A consultant without specialized experience may miss critical details, impacting the proposal's success.
  5. Relying on a One-Person Operation Without Support – Proposal development involves multiple skill sets, including writing, acquisitions expertise, and graphic design. A single consultant working alone may not be able to provide the level of detail and polish needed for a competitive submission.

How to Ensure Consultant Alignment with Your Goals

  1. Assess Their Long-Term Fit – Are they advising on this proposal or do they also help with broader strategy, stakeholder engagement, and positioning for future work?
  2. Ensure They Understand Your Business – A consultant should be able to articulate your value proposition clearly, translating it into a compelling case for government buyers.
  3. Verify Their Engagement Level – Will they actively work on your proposal or delegate to junior staff with limited expertise?
  4. Consider Compensation and Incentives – Top-tier consultants are in high demand and expect to be compensated accordingly. The best teams prioritize high-value engagements and prefer clients serious about long-term success. A hybrid pricing model—balancing base fees with success-based incentives—can ensure motivation while aligning interests.

Final Thoughts

The right proposal consultant should be a force multiplier—someone who amplifies your team’s strengths and fills gaps in expertise. As AI evolves, consultants who integrate technology while offering deep agency insights and strategy will be the most valuable.

If you'd like to learn more about how we help companies like yours learn to 'speak government' and take full advantage of the government funding opportunities available to you, click here to book a call!

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