How a Loss Can Turn Into a Win

Thank you to the US Department of Health and Human Services for this story from their most recent newsletter: HHS Pulse. Subscribe here.

In 2003, the owners of a relatively new company, TurningPoint Global Solutions, pursued a small business contract with the U.S. Food and Drug Administration (FDA). TurningPoint was one of 23 companies that submitted a bid even though it had no prior relationship with FDA staff. Not surprisingly, TurningPoint didn’t win the contract.

Instead, the firm’s managing partners, Bangalore Shivacharan and David Hughes, used the procurement post-award debriefing as an advantage to get TurningPoint’s foot in the door and meet what would soon become its future client. “The debriefing presented us with the opportunity to meet the FDA staff and develop personal relationships and gain the confidence with the individuals at FDA who make the procurement decisions,” said TurningPoint’s Hughes.

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