1. Contracting Officer Podcast Slides
Knowledge & Insights From Contracting Officers

2. Final Proposal Revisions
Episode 061
Final Proposal Revisions
Original Air Date: Jan 10, 2016
Hosts: Kevin Jans & Paul Schauer

3. Formatting notes
Hyperlinks: Blue font indicates hyperlinks – presentation must be in ‘Slide Show’ mode to activate the link
Red bold font indicates a point of emphasis
Green bold font indicates CO’s personal comment or perspective

4. Introduction
Purpose of this podcast: Describe the Final Proposal Revision in the context of a source selection
The FPR is one of the steps in the Source Selection process.
It is essentially the documentation of the negotiation process

5. When do Final Proposal Revisions happen?
Acquisition Time Zones (from Podcast Episode 003)
Requirements Zone
Market Research Zone
RFP Zone
Source Selection Zone (or sole source)
Execution Zones: Kick Off, Transition (Ramp Up), Performance, Re-compete

6. FAR 15.307 – Revisions of Proposals
If you make the competitive range (see Podcast 030), this is the next step
If excluded from the competitive range, you will get no further consideration
FAR (a): If an offeror’s proposal is not in the competitive range, the Government shall not accept or consider revisions to that offeror’s proposal
This is why it is so important to nail the proposal the first time – you are NOT GUARANTEED a chance to revise your proposal!
Remember, the Government is seeking to reduce the field down to one viable contender

7. FAR (b)
The CO may request or allow proposal revisions to clarify and document understandings reached during negotiations.
At the conclusion of discussions (see Podcast 048), each offeror in the competitive range shall be given an opportunity to submit a final proposal revision.
The CO sets a common cut-off date only for receipt of final proposal revisions.
CO advises offerors that the FPR shall be in writing
…and Government intends to award without obtaining further revisions.

8. Why are Final Proposal Revisions important?
It’s how the government gets to ONE offeror
It’s a new proposal
Helps ensure that Government and Industry clearly understand each other, and the proposal, if awarded, has the greatest chance of success for both
It’s how we clarify the final agreement on what the contract will actually have in it
It is pre-award communication - THAT’S A GOOD THING!
It’s a “one hour now to save 10 hours later” drill

9. Why Should Government Care?
Better communication
Leads to better contracts
Leads to better terms, conditions, products (and yes, price)
Can be as simple or as complex as you want – But you must evaluate everything you ask for....
Have them just tell you the changes
Have them highlight changes
Have them use slip pages
Have them give you a whole new proposal (baaaaad idea!)
This is essentially a brand new proposal prep for contractors

10. Why Should Government Care?
Don’t be afraid to do Final Proposal Reviews
It’s more experience with proposals
It’s more communication with the viable offerors
It (possibly) raises the level of quality of the proposals being evaluated
The Government can often be surprised by what they get in FPRs

11. Why Should Industry Care?
It’s your second “bite at the apple”
You’re in the home stretch, don’t quit on it now
There is great peril here:
Government only evaluates what you submit in the FPR (not, "I liked the original better so I'll give them credit for that")
Pay close attention to their direction during discussions
Pay close attention to the FPR instructions (Section M again)
Change only what they ask to change, resist temptation to "improve" the rest
You can inadvertently lower your ratings (not just increase them)

12. Why Should Industry Care?
It’s yet another opportunity to differentiate yourself
Oh, and it’s how you are going to WIN!
But remember, the other companies want it as badly as you do…this is where the competition continues

13. Summary Government team:
When you go into discussions, make it insanely simple if you must, but use it.
When it makes sense:
Without discussions is faster and cheaper
Don't go to discussions unless you need to
It’s a great tool in your tool bag
Give them a head’s up and give them some time to prepare and submit

14. Summary Industry team:
You’re in the FPR, great job! Don’t get arrogant
Don’t just treat it like an admin drill
Continue to compete: Make it the best version you can
It’s your last chance to nail it!
Your FPR will win you the award, or lose it.

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