How Federal Contractors Should Prepare for Recompetes Before the RFP Drops

Written By Tom Mittelstadt

Many federal contractors wait until a recompete is announced to prepare. By then, the outcome is often already influenced.

Recompetes are not won during proposal development. They are shaped during performance.

Why Recompetes Are Decided Early

Federal buyers form opinions long before a recompete RFP is released. Delivery experience, communication, and reliability create a baseline perception.

Once that perception is set, proposals reinforce it rather than change it.

Preparing for Recompetes During Delivery

Strong contractors prepare for recompetes by:

  • Documenting performance throughout the contract

  • Tracking buyer feedback consistently

  • Aligning delivery with future evaluation criteria

  • Addressing weaknesses early, not defensively

This preparation builds confidence before competition begins.

The Incumbent Advantage Is Earned

Incumbency alone does not guarantee success. Buyers expect incumbents to perform better, not just maintain the status quo.

Contractors who treat delivery as preparation for recompete improve outcomes significantly.

A Long-View Approach

Recompetes reward contractors who think beyond the current contract. Preparation starts well before the RFP is released.

Tom Mittelstadt
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