In this episode of the Federal Help Center Podcast, Zach Golden breaks down one of the most painful losses contractors can experience—a technical loss. Using a real $29M janitorial proposal as a case study, Zach explains how proposals fail not because of price, but because they miss small, easily overlooked requirements buried in the scope. He walks through how a single missing detail—documentation of staff training—prevented pricing from even being evaluated, despite weeks of preparation. This episode dives deep into the difference between checklist-style responses and truly tailored solutions, why janitorial and service contracts are more complex than most people realize, and how contractors can avoid repeating costly technical mistakes that never give them a chance to compete.

Key Takeaways

• Technical losses are avoidable—but brutal: If you miss one requirement, your price may never be evaluated.

• Checklists don't win contracts: Simply restating the scope doesn't demonstrate understanding or execution.

• Details buried in the PWS matter: Documentation, tracking, and "how" you manage requirements can make or break a proposal.

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