How to shape

Shaping is an art, and every company will do it differently. But the process typically follows these steps

  1. Identify your differentiators/ strengths: Make a list of the shaping “tools” at your disposal
  2. Review the information you have about an upcoming acquisition: Many shaping techniques rely on a connection between your differentiators/strengths and what the government is buying
  3. Develop a theory for why your differentiator/strength would benefit the government: The government won’t change their solicitation just to help you so you need to make a case that your recommendations will help them achieve their goals
  4. Make your case/recommendation to the government: d you need to find a way to get your thinking and point of view in front of the government.


In the sub-classes we discuss the common shaping strategies and how to implement each