TArticles tagged with: best value

DoD revamps source selection process

Washington Technology article

In a continuing effort to improve the Defense Department’s source selection process, Claire Grady, director, Defense Procurement and Acquisition Policy, Office of the Under Secretary of Defense for Acquisition, Technology and Logistics issued new source selection procedures (SSP) on March 31 that rescind the previous policies issued 5 years ago. The new procedures will have a significant impact on proposal evaluations in DoD and specifically on how they handle best value tradeoffs and lowest price technically acceptable (LPTA) procurements. I’ve highlighted some of the more important changes in this article—some of these procedures are new and some are re-emphasized from the previous procedures. If you would like to read the full 40-page memorandum and its three appendices, it is available on our website. Redefining the best value continuum DoD added a new source selection approach to the best value continuum for use as a standalone evaluation approach or in combination … Continue reading DoD revamps source selection process

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21 Experts’ predictions for capture/proposal industry changes – Part 3

Bundled contracts, unbundled contracts, emphasis on well-trained procurement support staff, training axed in cost-cutting measures, short turnarounds, extended and extended extensions, virtual proposals, everyone in the war room… The more things change… Play this government capture and proposal game long enough, and you start recognizing and anticipating the changing patterns. Talk to those who’ve been in the business for years, and you’ll gain insights into how to deal with a particular round of changes based on what the veterans experienced the last go round. I recently asked a number of my colleagues, “What changes do you anticipate in the next 5 years for the capture/proposal industry, e.g., technology and tools, types of proposals, customers, training, lead time to prepare responses, pricing, etc.?” Here is the final set of their responses. How will you and your company start positioning yourselves to address these projected changes? I expect more bundled contracts with … Continue reading 21 Experts’ predictions for capture/proposal industry changes – Part 3

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21 Experts’ predictions for capture/proposal industry changes – Part 2

The old adage says, “Nothing’s constant except change.” (We can add death and taxes, but even the taxes part seems in constant flux these days!) Stay in the government capture and proposal game long enough, and you’ll start recognizing patterns in the changes. Over the years, you’ll add strategies to your bag of tricks that you’ll be able to whip out to deal with round x of a particular procurement “flavor of the year.” Throughout all of these fluctuations and transformations, though, one thing does remains constant. Business development (BD), capture, and proposal professionals have strong opinions about and desires for changes that would add sanity and structure to the entire procurement process and cut down on the “guess work.” I recently asked a number of my colleagues, “What changes do you anticipate in the next 5 years for the capture/proposal industry, e.g., technology and tools, types of proposals, customers, … Continue reading 21 Experts’ predictions for capture/proposal industry changes – Part 2

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Insights on Low Price, Technically Acceptable, Low Price (LPTA) procurements

As the government moves into an era of tighter budgets, we’re seeing procurement strategies shift from the traditional “best value” award criteria where the government could award to other than the lowest priced offeror to an alternate evaluation criteria called “Low Price, Technically Acceptable (LPTA).” LPTA appears to be good for taxpayers and detrimental to the services industry; however, the jury is still out on these issues. Some practitioners argue that all companies who provide government services do essentially the same thing, so setting standards for technical acceptability and then awarding to the lowest priced offeror is the right course of action for austere times. Others argue that this practice will put the services industry into a death spiral as bidders undercut each other’s prices. Following the pricing death spiral will cause service quality to decline, awards will be made to marginally credible and financially irresponsible bidders, and everybody will … Continue reading Insights on Low Price, Technically Acceptable, Low Price (LPTA) procurements

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