YOUR PROPOSAL CAN LEAD TO CONTRACT AWARDS

Develop proposals that WINDr. Rhonda Sturdavant-Harris. PhD

Marketing

• Focus on what services you will provide to the government

• Know your customer• Building relationships with agencies• Build a good reputation with agencies

Opportunities

• FedBizOpps – the website for reflecting and archiving federal procurement opportunities

• Agency sites – information on their own websites

• Information Solution providers – Consultation groups such as GovWin offer opportunities databases designed to help find projects before they are publicly announced

Contract Opportunities

• Request for proposal – RFP require technical ability and price

• Request for quote (RFQ) and Invitation for Bid IFB – the Government wanting to know your price

Contract Types

• Firm Fixed price – the risk is on the contractor to deliver

• Cost Plus – the government reimbursed for incurred cost, and there is an additional fee such as an incentive fee or fixed fee.

• Time and Materials – the government reimburses for incurred cost at agreed pricing

Key Points

• Review the solicitation to understand the Technical requirement and bases for award, LPTA or Best Value

• Submit questions timely to receive answers that could affect your response to the RFP

• Acknowledge all amendments • Review proposal before submission ensure all

changes issued by amendment are incorporated, and submission requirement is complete

• Price – Government agencies want to see that you have demonstrated price realism, which means doing the research and not over or under estimating the project. To do this, complete a pricing analysis on your own, including incumbent history, the competitive landscape.

A Winning Proposal

• Communication strategy – Know what your key messages are and know how they will be communicated. Make sure your key messages align with the agency’s mission.

• A strong management approach – How are you going to ensure efficient and effective operations, best practices, and success?

• Past Performance – Are you able to demonstrate zero performance risk? Display your previous experience in accommodating needs similar to the agency’s

• Transition planning – Prove your success rate in executing a seamless transition, from proposing to actually providing. Supply a detailed schedule and staffing plan, plus a statement showing your understanding and mitigation risks.

Selection

• The Source Selection Evaluation Board (SSEB) reviews all proposals and there applicability to the requirement

• Cost/price is reviewed by a cost analysis• A competitive range is established• The evaluation team chairman presents the

results to the SSEB and the Source Selection Authority (SSA) with a recommendation

• The SSA makes a decision to award or enter discussion

• If decision is to enter discussion those contractors who are in the competitive range will be contacted

• BAFO is requested and contract is awarded• The other possibility is award without

discussion

• If do not win the contract, request a debriefing

• The debriefing will provide area in need of improvement in your proposal

Questions