“Oh, by the way, this is a must win deal for us,” my boss said as we concluded our conversation. The RFP had dropped, and I was to lead the final proposal effort. The company was getting ready to graduate from the small business world. Like many, we were looking to win as many small business IDIQ vehicles as we could to cushion our transition. The opportunity fit within our core competencies—but with an agency and government sector new to us. While there had been some pre-RFP activity and team building, it was focused on smaller companies familiar with the sector, but not with the agency. My work was cut out for me! Carefully considering the situation, I determined we needed to do three things to win: Fully understand the customer’s needs, not just their requirements. Propose a strong solution to meet both the requirements and the needs. Build in … Continue reading Winning “must win” deals
How to do more with less is an age-old question. The simple answer is that we must increase productivity to achieve maximum results for time and effort expended. In the proposal world, productivity means more than generating more bid activity; it means generating more wins within resource constraints. Typically, as companies in the government marketplace grow, they spend a greater percentage of money on bid and proposal (B&P) costs. This indicator makes sense, as larger companies pursue larger and more complex opportunities. Pre-RFP, the cost of maintaining an adequate pipeline, training personnel, maintaining teaming partners, researching competitors, investing in tools, pursuing capture and solutioning activities, and maintaining databases and repositories all mount. These investments may or may not pay off with wins, so they are good places to seek cost savings. Often, companies keep pouring money into capture activities and tools without also undertaking adequate gate reviews and making informed … Continue reading Doing more with less is all about Strengths
Now is the time to engage with Defense Advanced Research Projects Agency (DARPA) on the five-year $850 million Technical and Analytical Support Services (TASS) multiple award, full and open IDIQ opportunity. DARPA released the draft RFP October 23, and is seeking questions and comments by November 13. Requests to meet one-on-one with DARPA are due November 6, and meetings will occur on November 21. DARPA plans to award up to seven contracts. The scope of work includes technical, financial, administrative, acquisition, and business services DARPA-wide While listed as a new requirement on Deltek GovWin (Opportunity ID 161716), an existing similar scope Systems Engineering and Technical Assistance (SETA) IDIQ has six incumbents with total obligations of close to $300 million according to Bloomberg Government. These include in order of obligations: Booz Allen Hamilton, Strategic Analysis, Inc., System Planning Corp., Information Systems Worldwide, ManTech International, and CENTRA Technology. When DARPA released a … Continue reading Opportunity Alert: DARPA TASS
During Bob Lohfeld’s recent Bold trends in capture and proposal management webinar, part of the Lohfeld Business Winning Webinar Series, Bob presented some of the more interesting trends in capture and proposal management and discussed how these are changing the competitive landscape for companies looking to increase their win probabilities. Bob answered a number of questions for webinar participants during and after the webinar. This blog series presents those questions and Bob’s answers. Q: With respect to testing our proposed solutions with the customer to obtain feedback, how do you deal with contracting offices that do not allow interaction even well in advance of even a draft RFP? A: You want to validate your assumptions and test your solution with the customer before locking these down. If you are pre-RFP and the contracting officer won’t allow discussions, then that individual is doing you an injustice, and hopefully you can use … Continue reading How to deal with contracting offices that don’t allow interaction with industry?