Articles tagged with : government proposal

5 ways to grab your share of the fourth-quarter rush

Washington Technology Article

The government spends a third of its total annual budget in the final quarter of the fiscal year, and this is definitely a busy time for government contractors. So as you enter the final quarter, there are some actions you can take to maximize your share of the government’s year-end spending. To do this, almost every customer-facing manager in your company needs to engage in your year-end sales campaign, and your internal sales support organization—especially your proposal team—needs to step up its op tempo. If you orchestrate a well-planned selling blitz, you can maximize your share of the year-end rally. How big is the year-end rally? The year-end spending spree comes in the fourth quarter of every government fiscal year, and the spending rate is pretty consistent from year to year. Not all government agencies will obligate a third of their annual budget in the final quarter; some agencies will...

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How the winners won SEWP V

Washington Technology Article

If you’ve been following NASA’s $20 billion Solutions Enterprise Wide Procurement (SEWP V), you might be interested in knowing how the bidders won their awards. Like many procurements, this government-wide contract started out as a highly competitive procurement that received over 200 proposals from companies competing to win a coveted award on this 10-year (5-year base plus one 5-year option) IDIQ contract. When awards were first announced, disgruntled bidders filed protests with the Government Accountability Office (GAO), and NASA voluntarily agreed to reevaluate the proposals. After reevaluation, the agency made 202 contract awards, and every bidder who submitted an acceptable proposal was given a contract award. With no bidders left to protest, SEWP V moved forward as the contract of choice for many government organizations. Here are the details of what happened, and you can draw your own conclusions about the surprise ending to the evaluation process. SEWP procurement description...

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The Decline of the Incumbent Empire – Lisa Pafe

2015 APMP Bid & Proposal Con Presentation

Once upon a time, every company wanted to team with the incumbent. However, in the past several years, incumbents have lost their advantage in the Federal government market. Industry studies show that incumbent contractors now have approximately the same win rate on rebids as non-incumbents. Recent incumbent losses go hand-in-hand with the rise of Low Price Technically Acceptable (LPTA) procurements and the tendency of Source Selection Authorities to select low price bids even in Best Value procurements. During her presentation at the 2015 APMP Bid & Proposal Con, Lisa Pafe examined how to respond from two perspectives. First, she focused on ways incumbents can best defend their position and retain rebid work. Second, Lisa examined how non-incumbents can take advantage of current Federal market trends in order to defeat incumbent contractors. Click to download Lisa's 2015 APMP Bid & Proposal Con presentation. Connect with Lisa on LinkedIn

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Is DOD moving away from LPTA?

How long will it take to trickle down?

Industry has long objected to the use of lowest priced, technically acceptable (LPTA) procurement strategies for technical/professional services and complex solution procurements, and it now appears that DOD is moving away from this practice. Narrowing the use of LPTA Under Secretary of Defense for Acquisition, Technology and Logistics, Frank Kendall, issued a memorandum on March 4 to clear up confusion about when LPTA is appropriate as a source selection process. His memo states LPTA “has a clear, but limited place in the source selection best value continuum” and narrowly defines when LPTA is appropriate for DOD procurements. This memo signals a shift away from the LPTA source selection process. Download a copy of Kendall’s memo titled, “Appropriate Use of Lowest Priced, Technically Acceptable Source Selection Process and Contract Type.” According to Kendall, LPTA should only be used when procurements meet four specific conditions: The requirements are well defined; The risk...

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