Understand non-competitive procurement and how to position for sole source awards.
Summary
Sole Source Contracts: When and How They Happen Understand non-competitive procurement and how to position for sole source awards.
Invest in capabilities that genuinely differentiate you from competitors. Proprietary technology, specialized expertise, unique facilities, or distinctive methodologies create factual bases for sole source justifications. Generic capabilities rarely support sole source determination regardless of relationship strength.
Winning initial contracts through competition positions you for potential sole source follow-on work when transition risks, learning curve costs, or continuity needs make competition impractical. Excellent incumbent performance strengthens the case for continuing without competition.
Engage with technical program staff who understand requirements and capabilities. Technical advocates who recognize your unique value can initiate requests for sole source consideration through proper channels. Contracting officers alone rarely originate sole source requests.
Research and development contracts, prototyping efforts, and pilot programs can create transition advantages for follow-on production or implementation work. Agencies often prefer contractors who developed solutions over new entrants who would need to learn systems.
Agencies sometimes publish notices seeking public comment before proceeding with sole source awards. Responding appropriately when you have capabilities prevents sole source awards to competitors and may create competitive opportunities instead.
