Georgia Tech Procurement Assistance Center

Use your own words in proposals

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GAO-GovernmentAccountabilityOffice-SealIn a recent decision, the Government Accountability Office (GAO) played seventh-grade English teacher, reminding offerors to use their own words to get full proposal-writing credit.

In the case of Res Rei Development, Inc., B-410466.7 (Oct. 16, 2015), the agency found a proposal unacceptable because, in its view, the offeror had simply restated the terms of the solicitation. The GAO agreed with the agency’s decision, writing that a proposal that merely restates the requirements of the solicitation without adding detail and insight into how the offeror would manage and execute the contract can be found unacceptable.

The Res Rei Development protest arose out of a United States Special Operations Command (SOCOM) solicitation for support services such as acquisition, budget planning, business process re-engineering, and program planning services. Res Rei Development, Inc. was one of several offerors submitting proposals.

 

Keep reading this article at: http://smallgovcon.com/gaobidprotests/gao-to-contractors-use-your-own-words/#more-4426

Extreme weather doesn’t excuse a late proposal

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With winter weather descending on much of the country, it is all the more important for contractors to ensure that their proposals are submitted with time to spare.

In a recent bid protest decision, the Court of Federal Claims held that extreme weather at an offeror’s location did not excuse the offeror’s failure to deliver a timely proposal because there was no interruption of “normal government processes” at the government location designated to receive proposals.

The Court’s decision in Global Military Marketing, Inc. v. The United States, No. 14-622C (Sept. 29, 2014), involved a DeCA solicitation for the supply of fresh pork products. The solicitation instructed that proposals deemed untimely would not be considered and that “[d]elays caused by commercial means such as airlines, express carriers such as Federal Express, United Parcel Service, etc or municipal difficulties such as black-outs, are not excusable.” Offerors were expressly instructed to “[e]nsure enough time is allowed for the proposal to arrive on time.”After a series of amendments, the proposal deadline was extended to April 30, 2014, at 3:00 p.m.

Global tendered its proposal to Federal Express on April 29, 2014. However, “extreme weather” hit Pensacola, Florida involving “intense rain of over 20 inches in 24 hours, widespread and damaging floods destroyed numerous major roads and bridges in the area.”  This extreme weather caused severe “damage to infrastructure and residential and commercial buildings, and temporary closure of the Pensacola International Airport.”

Keep reading this article at: http://smallgovcon.com/u-s-court-of-federal-claims/extreme-weather-didnt-excuse-late-proposal/

Want to grow your government contracting business? Be ready for what you wish for!

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Federal small business programs are valuable. But they can also inadvertently stunt or even slash the growth of companies that the programs are intended to help.

First, small business owners with big ambitions can capture big wins that pump up their revenue beyond their small business size standards. But without the support of federal small business programs, more than a few can’t win new work to sustain that growth. When the company shrinks again, that slide back into small business status means lost jobs.

Then there’s those that deliberately cap their business growth to hang on to the advantages of small business programs. Their plan is either to hold steady, or get acquired. That holding pattern represents lost opportunity.

But stagnation and backsliding aren’t inevitable. Practical tactics can help in the short term.

Keep reading this article at: http://www.bizjournals.com/washington/blog/fedbiz_daily/2014/06/want-to-grow-your-government-contracting-business.html?page=all

2-day GSA Schedule workshop puts businesses on right path

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Georgia Tech’s innovative GSA Schedule Proposal Preparation Workshop provides businesses with the ability to complete – in as little as two days – a proposal to obtain a GSA Schedule contract.

The schedule and registration details for the next workshops can be found by clicking here.

The federal General Services Administration (GSA) awards about $50 billion in blanket contracts known as “Schedules” to hundreds of companies each year.  The process to win one of these contracts begins with a proposal, an arduous task that typically takes several months to prepare.  Now, thanks to Georgia Tech’s workshop, a GSA proposal can be actually completed at the Workshop.  If a business is not prepared to submit all the documentation at the time of the workshop, the GSA proposal preparation process easily can be shortened to within 30 days following the Workshop.

The two-day Workshop is conducted by The Contracting Education Academy at Georgia Tech, and registration details may be found here.

All attendees at recent Workshops agree that the experience met or exceeded their expectations.  Here’s what participants had to say at the last workshop held in Atlanta in May:

  • “I received exactly what we expected – a step by step process to quickly and efficiently submit our GSA Schedule.”
  • “I valued [the instructor’s] passion and expertise for this process.  I received valuable information and instruction regarding Schedule preparation, including templates and a student workbook.”
  • “I look forward to having a chance to do more with The Contracting Education Academy in the future.  The GSA Seminar was very beneficial and time well spent.  Thank You!”
  • “I valued the format, the knowledge of the instructor, the delivery, the materials, and the ROI.”
  • “Excellent detail in instruction and structure for the session.  I valued the time to actually work on my proposal sections.”
  • “I got exactly what I expected – to leave with confidence that we could completely submit our GSA Schedule proposal with a high degree of likely success.”
  • “I valued the time to complete sections of our GSA Schedule during class.”
  • “I received a comprehensive understanding of the GSA process.  The binder and resource materials have been very helpful.”
  • “[The instructor] was able to answer all questions immediately!  The templates provided are wonderful.”
Ten business executives, representing six firms, attended The Contracting Academy's May 2014 GSA Schedule Proposal Preparation Workshop.
Ten business executives, representing six firms, attended The Contracting Academy’s May 2014 GSA Schedule Proposal Preparation Workshop.

The Workshop is conducted by experienced government contracting professionals who have helped many business people successfully land GSA Schedule contracts.  Real world business scenarios are presented during this instructional session, tackling all the difficult and confusing aspects of the proposal process.

As an added bonus, The Academy provides Workshop attendees with four hours of time with instructional personnel – after the Workshop – to answer any remaining questions, review proposal packages, and provide follow-on consulting.

In Atlanta, the Workshop is held on Georgia Tech’s midtown campus.  Registration details for the next workshop can be found here.

More details, including the Workshop’s outline, can be found here: http://contractingacademy.gatech.edu/gsa-schedule-workshop

GSA Schedule proposal can be prepared in as few as two days, thanks to innovative Georgia Tech workshop

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A new and innovative GSA Schedule Proposal Preparation Workshop, sponsored by Georgia Tech, provides businesses with the ability to complete – in as little as two days – a proposal to obtain a GSA Schedule contract.

Registration details for the next workshop can be found here.

The federal General Services Administration (GSA) awards about $50 billion in blanket contracts known as “Schedules” to hundreds of companies each year.  The process to win one of these contracts begins with a proposal, an arduous task that typically takes several months to prepare.  Now, thanks to Georgia Tech’s workshop, a GSA proposal can be actually completed at the Workshop.  If a business is not prepared to submit all the documentation at the time of the workshop, the GSA proposal preparation process easily can be shortened to within 30 days following the Workshop.

The two-day Workshop is conducted by The Contracting Education Academy at Georgia Tech, and registration details may be found here.

All attendees at recent Workshops agree that the experience met or exceeded their expectations.  Here’s what participants have to say:

  • “I received what I came for – a completed GSA Schedule.”
  • “I received assistance with a GSA proposal submission that includes instructor-led training, sample documents, templates, and one-on-one assistance.”
  • “I got enough guidance and information … to complete my GSA application.”
  • “The class was very good; there was nothing missing.”
  • “I valued the small group and close one-on-one interaction with the instructors.”
  • “Excellent course!  Great job!”

The Workshop is conducted by experienced government contracting professionals who have helped many business people successfully land GSA Schedule contracts.  Real world business scenarios are presented during this instructional session, tackling all the difficult and confusing aspects of the proposal process.

As an added bonus, The Academy provides Workshop attendees with four hours of time with instructional personnel – after the Workshop – to answer any remaining questions, review proposal packages, and provide follow-on consulting.

In Atlanta, the Workshop is held on Georgia Tech’s midtown campus.  Registration details for the next workshop can be found here.

More details, including the workshop’s outline, can be found here: http://contractingacademy.gatech.edu/gsa-schedule-workshop

5 silver bullets for winning proposals

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Is there one silver bullet that wins proposals? Yes (kinda). Trust is the closest factor I have found to being the silver bullet that wins proposals.

Our customer must trust that we can deliver the solution at the agreed-to price with little to no issues. (Do you make it a habit of buying from people or companies you do not trust?) No trust, no win.

Definitively, there is no one silver bullet factor that guarantees a win. There is no one thing that always works; nor is there one thing that offsets a sea of negative influencers (e.g., bad reputation, noncompliant or poorly executed proposal, lack of customer insight).

However, there are five silver bullet factors that greatly impact the likelihood of a win, and these factors require customer trust.

These five silver bullet factors historically tip the scales in favor of one solution provider over another. Which factor(s) to use varies according to circumstances. The five silver bullet factors can be cumulative. They are relative to one another and relative to other factors.

In other words, relative to all other aspects of proposal development, one could call these silver bullets because of the historic weighting of these five variables.

Keep reading this article at: http://washingtontechnology.com/articles/2014/01/22/insights-parkinson-silver-bullets.aspx 

2014 calendar of free government contract training announced

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Seminars on government contracting topics are being scheduled at locations throughout the state of Georgia in 2014.   These training seminars are free of charge and are sponsored by the Georgia Tech Procurement Assistance Center (GTPAC).

The complete list of GTPAC seminars can be found at: http://gtpac.ecenterdirect.com/Conferences.action

Below are highlights of upcoming topics to be covered:

  • Need a solid introduction — or a refresher — to government contract fundamentals?   Then plan to attend our 3-hour “Introduction to Government Contracting.”  This is GTPAC’s most popular training class — and most frequently offered!  You’ll receive an update on all the basics, plus learn how to sign-up for GTPAC’s free services.   In addition, GTPAC offers a 1-hour orientation on this same topic called “Fundamentals of Working with the Government.”
  • Unsure if you are properly registered in the federal government’s vendor database?   Our webinar entitled “Fundamentals of Navigating SAM and Working with the Government” is the event for you.  You’ll learn all about the System for Award Management (SAM) and how it’s used to identify prospective contractors.
  • Want to learn about preferences given to women and other groups such as veterans in federal contracting?  Consider attending our seminars such as “Women-Owned Small Business Programs” and “Small Business Certification Programs.”  Both of these workshops provide solid orientations to all the federal contracting preference programs, including how to qualify.
  • Don’t know how to find or approach small business specialists?  “Working with Small Business Specialists” is the class for you.  We explain the role Small Business Specialists play within government agencies, how to find them, how to present your credentials, and what to expect.
  • Interested in contracting opportunities at the state and local government levels?   Then “Marketing to State and Local Governments” is the workshop you should attend.  You’ll learn about how to find contracting jobs right in your neighborhood, how to get registered as a vendor, and how to pursue local government contract work.
  • Curious about what resources are available to you on the Internet?  Our workshop entitled “Using Your Computer to Win Government Contracts” will teach you all about the free resources and information available on the web that will help you identify government contracting opportunities, conduct market research about upcoming government buying needs, submit bids on-line, communicate with governments, and get paid.
  • Need help preparing a bid or proposal?   GTPAC offers multiple workshops on “Preparing a Successful Bid or Proposal” where we cover downloading a solicitation, initial preparation steps, analyzing the evaluation criteria, building a bid or proposal, following submittal instructions, and obtaining a debriefing.
  • Trying to figure-out whether a GSA Schedule is right for you?   Our “Understanding the GSA Schedule Process” is your ticket to learning whether there is a GSA Schedule that matches your business and, if so, the fundamentals of how to submit a proposal.
  • What about all the other things you need to know?  GTPAC has regularly scheduled seminars on topics like: “Selling to the Military,”  “Wide Area Work Flow,”   “How to Create a Great Elevator Speech,”   “What is a Capabilities Statement and Why You Should Have One,” and much more.

Be sure to visit http://gtpac.ecenterdirect.com/Conferences.action today for a complete list of classes, locations, dates and other details.

2014 calendar of free government training seminars announced

By

Seminars on government contracting topics are being scheduled at locations throughout the state of Georgia in 2014.   These training seminars are free of charge and are sponsored by the Georgia Tech Procurement Assistance Center (GTPAC).

The complete list of GTPAC seminars can be found at: http://gtpac.ecenterdirect.com/Conferences.action

Below are highlights of upcoming topics to be covered:

  • Need a solid introduction — or a refresher — to government contract fundamentals?   Then plan to attend our 3-hour “Introduction to Government Contracting.”  This is GTPAC’s most popular training class — and most frequently offered!  You’ll receive an update on all the basics, plus learn how to sign-up for GTPAC’s free services.   In addition, GTPAC offers a 1-hour orientation on this same topic called “Fundamentals of Working with the Government.”
  • Unsure if you are properly registered in the federal government’s vendor database?   Our webinar entitled “Fundamentals of Navigating SAM and Working with the Government” is the event for you.  You’ll learn all about the System for Award Management (SAM) and how it’s used to identify prospective contractors.
  • Want to learn about preferences given to women and other groups such as veterans in federal contracting?  Consider attending our seminars such as “Women-Owned Small Business Programs” and “Small Business Certification Programs.”  Both of these workshops provide solid orientations to all the federal contracting preference programs, including how to qualify.
  • Don’t know how to find or approach small business specialists?  “Working with Small Business Specialists” is the class for you.  We explain the role Small Business Specialists play within government agencies, how to find them, how to present your credentials, and what to expect.
  • Interested in contracting opportunities at the state and local government levels?   Then “Marketing to State and Local Governments” is the workshop you should attend.  You’ll learn about how to find contracting jobs right in your neighborhood, how to get registered as a vendor, and how to pursue local government contract work.
  • Curious about what resources are available to you on the Internet?  Our workshop entitled “Using Your Computer to Win Government Contracts” will teach you all about the free resources and information available on the web that will help you identify government contracting opportunities, conduct market research about upcoming government buying needs, submit bids on-line, communicate with governments, and get paid.
  • Need help preparing a bid or proposal?   GTPAC offers multiple workshops on “Preparing a Successful Bid or Proposal” where we cover downloading a solicitation, initial preparation steps, analyzing the evaluation criteria, building a bid or proposal, following submittal instructions, and obtaining a debriefing.
  • Trying to figure-out whether a GSA Schedule is right for you?   Our “Understanding the GSA Schedule Process” is your ticket to learning whether there is a GSA Schedule that matches your business and, if so, the fundamentals of how to submit a proposal.
  • What about all the other things you need to know?  GTPAC has regularly scheduled seminars on topics like: “Selling to the Military,”  “Wide Area Work Flow,”   “How to Create a Great Elevator Speech,”   “What is a Capabilities Statement and Why You Should Have One,” and much more.

Be sure to visit http://gtpac.ecenterdirect.com/Conferences.action today for a complete list of classes, locations, dates and other details.

Contracting Academy’s workshop makes GSA Schedule proposal possible in as little as two days

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The Contracting Education Academy at Georgia Tech (The Academy) is now offering an advanced workshop designed to help businesses seeking a GSA Schedule contract.  The Academy’s two-day workshop provides all the necessary hands-on instruction to help any businesses seeking a Schedule to prepare a complete proposal to GSA.

The schedule for upcoming workshops and registration details are here.

GSA Schedule Contract

Real world business scenarios are presented during this instructional workshop, tackling all the difficult and confusing aspects of the proposal process.  The Academy’s affordable course is designed to reduce the typical proposal preparation time frame.  Our workshop is conducted by experienced government contracting professionals who have helped many business people successfully land GSA Schedule contracts.

The Academy’s GSA Schedule Preparation Workshop provides your business with the ability to complete your Schedule in as little as 2 days, depending on how readily available your proposal documentation is.  Even if you are just starting your proposal, our GSA schedule workshop can shorten the preparation and submittal process to as little as 30 days.

Plus, as an added bonus, The Academy provides workshop attendees with four hours of time with our instructional personnel – after the workshop – to answer any remaining questions, review your proposal package, and provide follow-on consulting.

If your business has been thinking about going after a GSA Schedule contract, this is the workshop you have been waiting for!

Three Reasons Why You Should Attend:

1. Knowledge.  Understanding all of the aspects of the GSA Schedule proposal process can be a daunting task.  There are over 40 different GSA Schedules, each containing numerous subcategories called Special Item Numbers (SINs) – and all having unique proposal and contract requirements.  The Academy’s GSA Schedule Preparation Workshop reduces the learning curve associated with responding to all the details in a GSA solicitation document.  Participants in our Schedule workshop gain a solid technical understanding of each specific step in the GSA Schedule proposal preparation process, enabling you to complete your proposal faster and more efficiently.  Workshop attendees don’t have to spend countless hours researching requirements or spending time on the phone with GSA representatives.

2.  Time.  If you are a do-it-yourselfer, the time you’ll take to prepare a GSA Schedule proposal will likely take you between 9 and 12 months.   The Academy’s GSA Schedule Preparation Workshop shortens the time to submit, allowing you to have your proposal ready in as little as 2 days (for companies that have already begun the process) or within 30 days (for companies new to the process).  Our GSA Schedule Preparation Workshop provides you with the information, templates, knowledge, and the follow-up consultation services you need to finalize and submit your Schedule proposal to GSA.

3.  Value.  The cost of hiring a consulting firm to assist with your GSA Schedule proposal easily can range between $8,000 and $25,000 – or more.   Many businesses understand the value of a GSA Schedule consultant, but simply do not have the budget.   Other businesses understand that there is value in controlling their Schedule proposal as the first step in establishing and managing their relationship with GSA.   Priced at just $1,995, The Academy’s GSA Schedule Preparation Workshop provides the perfect alternative for any business that wants to save money and keep control of the process.   If your company is considering the proposal process on its own, our GSA Schedule Preparation Workshop, for a fraction of the cost, provides all of the instruction, templates, and coaching that most businesses need.

Summary of Benefits:                                                

  • Save time and money with The Academy’s instructor-guided, do-It-yourself approach.
  • Avoid mistakes that can delay or stop your GSA Schedule proposal from being considered.
  • Receive expert guidance, valuable instruction, and answers to all of your questions.
  • Gain access to templates and sample narratives based on successful GSA Schedule offers.
  • Receive up to 4 hours of consulting after the GSA Proposal Preparation Workshop to review your package and receive further advice.

Workshop Outline:

Part I – GSA Schedule Fundamentals – Getting Started

  • DUNS Number
  • SAM, Representations and Certifications
  • Digital Certificate
  • Past Performance Evaluation References – (Open Ratings)
  • GSA Schedule and SIN(s) Selection
  • Navigating through GSA Checklists
  • GSA’s Pathway to Success

Part II – GSA Schedule Proposal – Services/Products Offered

  • Corporate Experience
  • Project Experience and Resumes
  • Pricing Information
  • Commercial Sales Practices – (CSP-1)
  • Discounting Policy
  • Authorized Dealer Information and Letters of Supply
  • Labor Category Matrix
  • Catalogs
  • Organization Structure
  • Production Points

Part III – GSA Schedule Proposal – Required Documentation

  • Descriptive Narrative and Literature
  • Marketing Plan
  • Quality Assurance Plan
  • Professional Employee Compensation Plan
  • Subcontracting Plan
  • Financial Statements
  • Sales Forecasts / Previous 12 Months’ Sales
  • EPA Mechanism
  • Exceptions to Reps and Certs – FAR 52.212-3
  • Training Courses

Part IV – GSA Schedule – Contract Administration

  • The SIP Program
  • GSA Advantage!
  • Industrial Funding Fee
  • Contract Management and Maintenance

The Academy’s GSA Schedule Preparation Workshop dates and registration details are here.

Is the government starting to hate LPTA too?

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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:

  1. Superior value versus price
  2. Past performance and performance risk

Keep reading this article at: http://washingtontechnology.com/Articles/2013/06/07/Insights-Lohfeld-LPTA-shortcomings.aspx?Page=1 

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