In this episode of the Federal Help Center Podcast, Zach Golden walks listeners through a real county-level proposal from Union County, North Carolina to expose why complex scopes overwhelm even experienced contractors. Using a 70-page janitorial solicitation as an example, Zach explains how multi-site coordination, security requirements, staffing plans, schedules, and logistics quickly turn proposals into operational puzzles. He breaks down why these contracts can't be treated casually, how missing small details can derail an otherwise solid submission, and why contractors must think beyond cleaning tasks to include movement, supplies, access, and timing. This episode is a must-listen for contractors expanding into state, local, or large multi-facility projects.
Complex scopes require operational thinking: Multi-site projects are logistics problems, not just service descriptions.
Restating requirements isn't enough: Proposals must show how work will be executed across buildings, schedules, and staff.
You can't reach pricing without technical compliance: Even strong pricing means nothing if the technical approach falls short.
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