YOUR PROPOSAL CAN LEAD TO CONTRACT AWARDS Develop proposals that WIN Dr. 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 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