Congratulations, your proposal has made competitive range, and the government has contacted you to discuss your offer. What the government will and won’t tell you in these discussions can be a surprise to the unprepared bidder, but sophisticated players know the rules and what to expect. First, it is important to know if your dialogue with the government is a discussion or a clarification. There is a difference, and it is important to which type of communication is being requested. Discussions are a formal part of the federal procurement process that allows the government to engage in a substantive dialogue with offerors. They occur after the competitive range determination. If you engage in discussions, a meaningful two-way exchange of information, then you are entitled to revise any part of your proposal you desire — unless, of course, the government tells you otherwise. If you engage in clarifications, responding to requests...
