Articles tagged with : past performance

How crazy subcontractors can kill your bid

Have you ever had a subcontractor kill your bid? Surprisingly, it’s not all that infrequent that a subcontractor can do you in. Here are some of the situations we have seen this year from companies who have called us for help, generally after it is too late to fix the problem. Since many of these teaming nightmares could have been prevented with some good counseling earlier in the bidding process, I thought I would share some of these with you and also offer advice that you can use to keep these problems from happening to you. Subcontractor teaming restrictions A recent government solicitation stated that prime contractors were encouraged to team with multiple smaller businesses in order to fulfill the socioeconomic goals of the procurement. The request for proposals further stated that subcontractors shall be limited to teaming with only one prime contractor and cannot be a subcontractor on multiple...

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Why some companies embrace LPTA contracts

Lower barrier to entry means marginally credible firms have shot at winning procurements

Some companies are actively seeking lowest price, technically acceptable (LPTA) professional services bids—but they’re not the companies you’d think. You’d expect companies with deep experience in their fields that have honed their operating costs to the minimum and are operating at maximum efficiency to seek out LPTA bids where they could compete on price—but it is just the opposite. Inexperienced, marginally credible firms are finding LPTA procurements provide a unique opportunity to penetrate government market segments that they would otherwise have been unable to enter. Here’s how it works. LPTA lower the barrier to entry Under LPTA bids, the government awards contracts to offerors with minimally acceptable technical proposals rather than to offers with the best technical proposals as is normally done in best value trade-off procurements. In other words, the LPTA evaluation criteria provide no additional value to the market leader company over the market laggard company. To pass...

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5 questions to derail an LPTA procurement

What you ask might guide an agency away from a low-price contract

Recently, while teaching a capture management class, a capture manager asked me what he could do when the contracting officer for a pending IT services bid said he wanted to use lowest price technically acceptable (LPTA) evaluation criteria versus the traditional best-value tradeoff approach. The capture manager and the government program manager wanted to avoid a price shootout, but the contracting shop wouldn’t agree. When confronted with this situation, here are five questions a capture manager should answer to help the technical client steer clear of LPTA requirements. 1. Does the use of LPTA violate government guidance? Does your client know that the Defense Department (DOD) has a policy statement providing guidance on when to use LPTA evaluation criteria instead of the best-value approach that trades off cost and non-cost factors? Appendix A of the DOD’s Source Selection Procedure (3/4/11) contains the policy and states that, “LPTA may be used...

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3 tips to maximize past performance

Take advantage of this predictor of how well you'll perform

Almost every proposal you write has a requirement for information on past performance. The government uses this information to evaluate how well your company has performed on similar programs and expects your past performance to be a predictor of how well you will perform on the program you’re currently bidding. Because past performance can be an important discriminator in the evaluation and selection process, there are some things you should know about how to write your past performance response. Past performance versus past experience Past performance comprises a set of specific contracts that you select to demonstrate how well your company, or your team, has performed on contracts that are similar in size, scope, and complexity to your current bid. Past experience, which is sometimes confused with past performance, is about the broader issue of what experience and expertise the bidding organization has gained from all of its contract work and...

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