AEC bid analysis: The inside scoop on what, where and when to bid

Deltek is capturing architecture, engineering and construction (AEC) solicitations in the GovWin IQ database on a daily basis, and a flood of AEC content has been added in the last year. Once the raw data is in the system, Deltek adds tags to each solicitation to better classify the project, including entity mapping, vertical classification, and primary requirement. Vendors can then search for specific solicitations by location, offerings, vertical market, and more. By analyzing all the AEC solicitations from calendar year 2014, Deltek created a step-by-step plan to winning more AEC business.

The What

• Start by creating a roadmap and determine which types of projects you are prepared to bid on. Identify strengths and weaknesses and be ready to jump into action when opportunities arise.
• Vertical tagging - 31 percent of AEC solicitations come from the transportation market, followed closely by general government and education markets. While not all opportunities will fall into these categories, more than half will.
• Department vs. Organization - More solicitations will come from departments rather than organizations.

The Where

• Region - Almost half of the solicitation activity in 2014 came from the southern region, and this trend is expected to hold in the coming years. Almost a quarter of solicitations came from western and eastern regions, and the remainder came out of the Midwest.  
• States - Texas, California and Virginia lead the way in producing the nation’s AEC solicitations. While larger states often provide the most opportunities, New York, Florida and Georgia are quite active as well.
• Entity - State departments and cities dominate county, public universities, and special districts in terms of solicitation output.

The When

• Quarterly - This may be the most important piece of the puzzle. The third quarter of the year is typically the most active, and vendors should expect to see a flurry of AEC activity in Q3 each year. If possible, spend some time in Q1 (the least busy) prepping for the year ahead.
• Months - Again, September (Q3) and October (Q4) see the most procurement activity of the calendar year, by far. These are followed by August and April.
• Duration - Another important step in pipeline development relates to the length of time a solicitation is open. While few solicitations remain open for more than 100 days, the vast majority are open 10-30 days. Anticipate this timeframe and be prepared to start working on a proposal immediately following a solicitation release. Better yet, get ahead of the game by utilizing GovWin IQ to identify pre-RFP opportunities before a formal solicitation hits the street.   

You can learn more about current procurement opportunities in the GovWin IQ State and Local Opportunities database. Not a Deltek subscriber? Click here to learn more about Deltek's GovWin IQ service and gain access to a free trial.