This resource is a step-by-step example showing how to craft a strong sources sought response for Defense and federal contract opportunities. Sources sought notices occur during the pre-acquisition phase when agencies gather market intelligence before releasing formal RFPs or RFQs, making them critical for small business success in government sales. However, between $10 and $20 billion annually are shifted away from small businesses to unrestricted competition because contractors fail to respond to sources sought notices.
Use this example to develop your own sources sought template. A strong response is crucial when agencies are still determining their acquisition strategies. This example demonstrates how to present company capabilities, acquisition options, team qualifications, and strategic recommendations that influence the final solicitation. It also utilizes a key RSM Federal strategy called “ghosting” where you not only answer the government’s questions, but you ghost (influence) your competitive strengths and the weaknesses of your competition.
The RSM Federal Sales Training Center provides this framework to help businesses win government contracts through smart pre-acquisition positioning rather than reactive proposal writing.
