Unsolicited proposals to government: when they work

Every small tech firm eventually has the thought: we could fix this for the government if they'd just let us. An unsolicited proposal is how you try.

What counts as an unsolicited proposal

Generally, it's a written proposal that:

• Is submitted on the supplier's own initiative, not in response to a tender.
• Offers something innovative or unique.
• Isn't simply an offer to provide something the buyer already buys, or a marketing pitch.

How governments handle them

• US federal: the FAR has rules for unsolicited proposals, which agencies evaluate, and a valid one can sometimes support a contract without full competition, but most don't.
• Australia: some states, such as New South Wales, have formal unsolicited proposal processes, mostly used for large infrastructure and services deals.
• Canada and others: many departments accept unsolicited ideas, but usually route them to innovation programs or an open competition.

The common thread: a good idea usually leads to the buyer running a competition, or to a pilot under an innovation program, not a direct contract.

When they work

• Your idea is genuinely new, not available from other suppliers.
• It solves a problem the buyer is known to have.
• You can demonstrate it, ideally with a working product.
• It's small enough to pilot.

A better route for most small firms

Innovation programs exist precisely for this. They let governments buy new solutions from small firms with less risk. See government innovation programs.

How to pitch an idea anyway

1. Research the buyer's problem and strategy.
2. Find the right person: often a digital, innovation or program lead, not procurement.
3. Lead with their problem and outcome, not your product.
4. Offer a small, low-cost pilot or demo.
5. Expect them to run a competition if they want to proceed, and be ready to bid.

Common questions

Can I win a government contract without a tender?

Sometimes, below the threshold for competition, through a direct award with a justification, or through some innovation programs. Most larger contracts still need a competition.

Will the government steal my idea?

Mark proprietary information clearly. Many unsolicited proposal processes have rules to protect it, but don't share trade secrets you can't afford to lose.

What's the difference between an unsolicited proposal and a sales pitch?

A sales pitch offers your existing product or service. An unsolicited proposal offers a new solution to a specific problem, with detail on cost, approach and benefits.