Articles tagged with : discussion

What the Government Won’t Tell You About Your Proposal

When you talk, be prepared and know what is left unsaid.

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...

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