Articles tagged with : evaluation criteria

Is the government starting to hate LPTA too?

I was surprised (and relieved) to learn that government proposal evaluators are pushing back on the use of lowest price, technically acceptable (LPTA) evaluation criteria—and for good reason. They are now learning that this evaluation criteria can limit their ability to exercise reasonable judgment in the evaluation process and may result in contracts awarded to companies that are clearly inferior and have less-qualified offerings compared to others in the competition. Here are two instances where the use of LPTA evaluation criteria backfired on the government decision-makers. Superior value versus price Best-value solicitations frequently state that as technical scores converge and there is little technical difference between bidders, price will become the determining factor in an award decision. Conversely, when price converges and there is little price difference between bidders, the award decision would rationally be made based on the merits of the offeror’s non-cost factors (technical approach, offeror experience, management...

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4 strategies that can kill your recompete

Love is not an evaluation criterion in federal procurements

I regularly get calls to review capture strategies for companies competing on “must win” procurements. I have done an equal number of these reviews for companies during the time when they were in their capture phase (before the final request for proposals is released), during their proposal development phase when everyone was working hard to write the winning proposal, and, regrettably, after the company had submitted its proposal and been told that they had lost their “must win” deal. Often these procurements are for contract recompetes, where the company is the incumbent contractor performing the work. There is a common thread among all of these reviews—incumbent contractors all too often focus on the wrong strategies. I thought I would share some of these losing strategies with you in the hope that you don’t take your next “must win” recompete down the same losing path. 1. They love us Every incumbent contractor,...

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5 questions to derail an LPTA procurement

What you ask might guide an agency away from a low-price contract

Recently, while teaching a capture management class, a capture manager asked me what he could do when the contracting officer for a pending IT services bid said he wanted to use lowest price technically acceptable (LPTA) evaluation criteria versus the traditional best-value tradeoff approach. The capture manager and the government program manager wanted to avoid a price shootout, but the contracting shop wouldn’t agree. When confronted with this situation, here are five questions a capture manager should answer to help the technical client steer clear of LPTA requirements. 1. Does the use of LPTA violate government guidance? Does your client know that the Defense Department (DOD) has a policy statement providing guidance on when to use LPTA evaluation criteria instead of the best-value approach that trades off cost and non-cost factors? Appendix A of the DOD’s Source Selection Procedure (3/4/11) contains the policy and states that, “LPTA may be used...

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