1. YOUR PROPOSAL CAN LEAD TO CONTRACT AWARDS
Develop proposals that WIN
Dr. Rhonda Sturdavant-Harris. PhD

2. Marketing Focus on what services you will provide to the government
Know your customer
Building relationships with agencies
Build a good reputation with agencies

3. 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

4. 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

5. 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

6. 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

7. 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.

8. 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?

9. 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.

10. 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

11. 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

12. If do not win the contract, request a debriefing
The debriefing will provide area in need of improvement in your proposal

13. Questions