I used to live in the Washington, D.C. area, working for a local software company there. As you might imagine, the nation’s capital is the source of many government contracts. Our company was almost exclusively built on contracts we bid on and won from the federal government.
I wasn’t in on the details of the bidding as such, but I do know that there were people who went over the request for proposals and any other tender information, and submitted appropriate bids.
One thing that helped us win some bids was our diversity quotient, if you want to call it that. We were more than 50% Asian American owned, and that helped. Of course it helps that you do a good job and have a good track record too, which we also had.