Getting there requires smart planning and discipline to stick to it. Identify markets where you can excel rather than be just another one of the herd.
Plan to win - get the gold.
Can you imagine trying to build anything without a set of drawings and specs? You wouldn't know what materials to purchase, nor what to build first. Approaching your business as a "plan-as-you-go" project is the best way to lose a lot of money and have little to show for it.
Going after every RFP out there is not a plan. It's a desperate move to play in a comfort zone of "doing what you know."
Just doing things the same way is not going to increase your win rate or revenues.