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A
Technical Writing Company Specializing in Government Proposals
Phone:
(903) 857-2458
e-mail: michelle.procom@gmail.com
e-mail: mike.procom@gmail.com
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Implement
a Winning Proposal Strategy
It has been said that life comes with no guarantees, and this is
especially true in the area of Federal contracting. Although you cannot
guarantee a win on every project you pursue, you can greatly increase
your opportunity to win by implementing a cohesive strategy:
- Track
opportunities before they are
announced. Don't wait for a
synopsis--identify future opportunities
now for the services and locations that are a good match to your
company's experience and capabilities. When the Government or customer
agency does announce the solicitation once the current contract has
been fulfilled, you'll already be familiar with the requirements.
You'll also be ready if the Government chooses not to exercise the
incumbent's options or the incumbent defaults.
- Use
FOIA to your advantage. Under
the Freedom
of Information Act (FOIA), you can request information such as the
incumbent contractor's name and the contract pricing, as well as a copy
of the current contract, any amendments to the contract, and any
Contract Discrepancy Reports (CDRs) issued to the current contractor.
Such information provides you an opportunity to determine a competitive
price as well as address specific service issues critical to successful
performance.
- Keep
your experience and past performance information updated.
Maintaining updated, current experience and past performance
information is critical to
developing winning proposals.
- Maintain
updated resumes of your key personnel.
Make sure that resumes of your key personnel reflect achievements,
continuing education, and other relevant data.
- Pay
attention at the site visit/pre-proposal
conference. Once the
solicitation has been issued, attend the site
visit/pre-proposal conference and be alert! In addition to issues
addressed specifically by the Contracting Officer, take note of the
condition of the facilities (especially if you haven't been able to
visit the facilities before now) and note who your potential
competitors are. Make notes and share them with your proposal
team--both pricing and technical personnel--to aid in preparation of a
relevant, specific proposal.
- Know
your competitors. With the
advent of
electronic solicitation release, you may not always be able to obtain a
bidders' list--although, through FOIA, you should at least have a
significant amount of information about the incumbent! However, all
representatives will have to sign in at the site visit. Work with your
proposal team to identify areas where your company's experience,
capabilities, and/or innovations place you a step ahead of your
competitors on the specific procurement.
Adding
these
pre-planning steps to your proposal process provides your proposal team
with invaluable data and increases your winning opportunities.
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