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3. Women’s Small Business Procurement Parity Act of 2014 (S-2481) www.wipp.org

4. Give Me 5 Course Instructor: Barbara English President, English Solutions How to Write Successful Proposals

5. WIPP is a national nonpartisan public policy organization, advocating on behalf of nearly 4.7 million businesses women representing 75 business organizations. WIPP provides timely economic policy information and identifies important trends and opportunities to its membership. www.WIPP.org

6. Give Me 5 National program from WIPP & American Express OPEN designed to educate women business owners on how to apply for and secure federal procurement opportunities. Give Me 5 works to increase the representation of Women Business Owners that win government contracts. We provide accessible business education tools to assist both new and experienced federal contractors. Women Business Owners could gain more than $4 billion in annual revenues if the 5% contracting goal set by Congress was reached.

7. Give Me 5 Course Instructor: Barbara English President, English Solutions How to Write Successful Proposals

8. Barbara English, President, English Solutions 31 W. Adams Street Suite 102 Jacksonville, FL 32202 904.755.2554 Course Instructor barbara@benglishsolutions.com www.benglishsolutions.com

9. Content of RFPs Writing the Proposal Questions Objectives Today

10. CONTENTS OF RFP Representations and Certification General and Special Clauses General Instruction and Notice to Offerors Statement of Work (SOW) Proposal Preparation Instructions

11. MAJOR CONTENTS OF RFP Statement of Work (SOW) What is required Deliverables Statement of Work (SOW) What is required Deliverables EVALUATION CRITERIA Discriminators. Describes what is considered important, very important, or key Weights. Describes what should be emphasized EVALUATION CRITERIA Discriminators. Describes what is considered important, very important, or key Weights. Describes what should be emphasized PROPOSAL PREPARATION INSTRUCTIONS Describes to offerors how they should format their proposal Describes to offerors how and what they should address in their proposal PROPOSAL PREPARATION INSTRUCTIONS Describes to offerors how they should format their proposal Describes to offerors how and what they should address in their proposal

12. THE TECHNICAL PROPOSAL SUGGESTED OUTLINE – Identify requirements from RFP – Restate the basic problem clearly – State the best solutions (yours) – Show how you will implement your solution; may include systems engineering concepts, subsystem analysis, risk assessment, manpower consideration, etc.

13. THE MANAGEMENT PROPOSAL MUST DESCRIBE HOW THE PROPOSED PROJECT WILL BE MANAGED SUGGESTED OUTLINE:  ORGANIZATION – Start with company organization and show where project will fit. Show individual’s name in each organizational block.

14. THE MANAGEMENT PROPOSAL  PROGRAM CONTROL – Orient discussion around the project manager and support from top management. Include everything that will assist the PM. Discuss procedures for:  scheduling and budgeting  reporting and auditing  problem detection and correction  Include plan for organizing, staffing, and scheduling the project.

15. THE MANAGEMENT PROPOSAL  KEY PERSONNEL – Include bio sketches on each key individual in the project. Include those who have made substantial contact with the agency (when it makes sense).  SUBCONTRACT AND TEAM MANAGEMENT AND CONTROL – Explain why using subcontractors is best.

16. THE MANAGEMENT PROPOSAL  CAPABILITIES – Related experience, past performance and other factors favorable to the proposal.  FACILITIES - Show all the facilities that are available and are to be used in proposed program. Special equipment and how it will be used. Highlight unique or superior facilities.  SUPPLIERS

17. THE COST PROPOSAL THERE MAY OR MAY NOT BE ANY NEGOTIATION DATA DISPLAYED TO LEVEL REQUIRED IN REQUEST PRICING DATA DEVELOPED CONCURRENT WITH TECHNICAL AND MANAGEMENT APPROACH

18. PRICING TOOLS Know your break-even point! FOIA GSA schedules of competitors http://www.gsaelibrary.gsa.gov/ElibMain/Eli bHome http://www.gsaelibrary.gsa.gov/ElibMain/Eli bHome Your own historical financials and other data

19. What are Allowable Costs

20. What is Total Cost on Government Contracts

21. PRICING TOOLS Elements of Cost Laborplus Direct Labor Overhead(40%)plus Materialsplus Material Handling Overhead(5%)plus G & A (10%)plus Profit (10%)= Total Price

22. OTHER COST ELEMENTS Subcontractors Travel

23. ADVANCED TANK TECHNOLOGIES 500 East Highway Washington, DC 20001 PROPOSAL COVER SHEET (Cost or Pricing Data Required) 1.Solicitation/Contract/Modification No.: DAAH01-02-R-0001 2. Advanced Tank Technologies 500 East Highway Washington, DC 20001 3. Point of Contact Jane Doe Contracts Manager (202) 555-1212 4. Contract Administration OfficeAudit Office DCMA-BaltimoreDistrict Branch Office 200 Townsontown Blvd., West8181 Professional Place Towson, MD 21204-5299Landover, MD 20785-2218 (301) 339-4800(301) 436-2090 5. Type of Contract Action:New ContractFirm Fixed Price 6.Total Price

30. SCHEDULE 5 Advanced Tank Technologies Washington DC Proposal Submitted in Response to RFP DAAH01-02-R-0001 Budget for Fiscal Year 2010 G&A Actual G&A Expenses for Fiscal Years 2007 through 2009 Explanatory Notes 1. Provide account numbers in this column. 2.The projected G&A expenses are based on the company's operating budget for 2010. The operating budget supporting data is located in file "DAAH01-02-R-0001, G&A Operating Budget" and is available immediately upon request. 3.Provide the prior three years’ actual G&A expenses and the allocation base in the same format as the 2010 budget. For the year 2009, actuals are provided to date. 4. Includes $665 B&P Travel ($5,000 + $2,835 + $665 = $8,500). 5. Total Pool, excluding $2,835 allocated to B&P Labor ($5,000 x.567) [$1,374,500 - $2,835]. 6.The same rate is estimated for fiscal years 2011 and 2012. We anticipate minimal inflation and a stable business base. The data and analysis supporting this assertion is included in file "DAAH01-02-R-0001, G&A" and is available immediately upon request.

31. TAKE AWAYS Organize and standardize your company info – Key personnel – Resumes – Quality control plan – Management approach Become familiar with FAR contract requirements Have a firm grasp on calculating your costs Ensure reps and certs are up to date

32. Barbara English, President, English Solutions, Inc. 31 W. Adams Street Suite 102 Jacksonville, FL 32202 904.755.2554 QUESTIONS ??? barbara@benglishsolutions.com www.benglishsolutions.com

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