TArticles tagged with: FAR

MULTI-PART SERIES: Meeting with Acquisition officials – Up close and personal, Part 1

A COVID conversation with Jacob Bertram, former Director of Contract Operations at GSA

Just because COVID-19 is forcing us indoors doesn’t mean that we can’t get together and learn from one another. Lohfeld Principal Consultant and capture expert Dr. Doug Himberger interviewed Jacob Bertram, former GSA Contracts Director. In this first installment, Doug and Jacob discuss building customer relationships as part of developing a strategy for winning business at an agency. [Doug] Thank you to Jacob Bertram for joining me. For our readers, Jacob is a former government contracts director and acquisition professional now with industry. When he was with the government, he supported DOE, DCMA, DCAA, and GSA. We have some questions that we’ve been dying to ask the government, and we’re really looking forward to hearing how Jacob reflects on them. [Jacob] Thank you, Doug. [Doug] Our first overall topic is developing customer relationships. My first question has to do with the way industry interacts with customers in general. Doesn’t the … Continue reading MULTI-PART SERIES: Meeting with Acquisition officials – Up close and personal, Part 1

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How to review your proposal to move beyond ‘Acceptable’

At a minimum, proposals must be compliant and responsive.

This article was originally published on May 1, 2020 on WashingtonTechnology.com We all know that, at a minimum, proposals must be compliant and responsive. If a proposal meets this minimum bar, the evaluator is likely to award it an Acceptable rating. But what if, despite several rounds of color team reviews, the proposal barely meets this mark? A Mediocre Proposal We can assume that an Acceptable proposal will not win in a federal government competitive best value trade-off, unless other bidders also submit Acceptable proposals, and price is the determining factor. Under the Federal Acquisition Regulation (FAR), government evaluators must make an award based on benefits offered by the proposer. Those benefits may include features of the proposed offering with proven benefits, or a low price, or some combination of the two. Still, unless the win strategy is based on a low bid, the goal of our color team reviews … Continue reading How to review your proposal to move beyond ‘Acceptable’

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Transform Color Team Reviews in 2020 with Training

Invest in training your employees to evaluate proposals constructively.

Federal Government evaluators do not read your proposal; they score it. Observed features with proven benefits that have merit beyond mere acceptability are scored as strengths. The bidder with the best and possibly the most strengths wins in a best value trade-off. Yet, when we conduct internal color team reviews, we tend to gather comments (many comments!) rather than scoring and rating the proposal. We try to resolve conflicts on comments rather than trying to improve Strengths and mitigate Weaknesses, Deficiencies and Risks from the customer perspective. I have written extensively on how to improve color team reviews using Lohfeld Consulting Group’s seven quality measures and Mock Source Selection Evaluation Board reviews using Government scoresheets. These are excellent ways to use our Subject Matter Experts to cost effectively score the proposal and give you honest feedback in the manner of a Government debrief. Another cost-effective strategy is training. Our Strength-Based … Continue reading Transform Color Team Reviews in 2020 with Training

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Five Tips to Improve Past Performance Ratings

Past performance ratings impact your ability to win option years, recompetes and new business

Contractors often struggle to define a discriminating value proposition. While a value proposition is certainly comprised of your service or product solution, it also incorporates your past performance. A proposal demonstrates to the Government a company’s prospective ability to perform the work. How does the Government gain confidence in your prospective ability to deliver your solution at high quality and low risk? By examining your past performance, both on relevant contracts, as well as trends across time. Past Performance Ratings Are Trending Towards Satisfactory Past performance is almost always an evaluation factor whether you are bidding a competitive best value trade-off opportunity, Low Price Technically Acceptable (LPTA), sole source, or other procurement methods including Other Transaction Authority (OTA) contracts. Yet, recent analysis shows that more and more Contracting Officers (COs) are grading their contractors as Satisfactory in the Contractor Performance Assessment Reporting System (CPARS). Overall, from 2010-2017, the percentage of Satisfactory ratings … Continue reading Five Tips to Improve Past Performance Ratings

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