Picture this. You’re in 8th grade. You and your friends want to go to the dance to stand by the wall and mainly talk about sports with the occasional input on which girl looks the hottest. On the other side of the gym the girls are standing their smiling just looking over your way waiting to be asked out to the dance floor. The guys mostly continue to talk about sports until the ringleader gets up the confidence to strut over and ask for a dance. It’s supposed to be the night of your life, but none of you can drive. The pre-award phase of federal contracting is equal to your mom dropping you off. You’ve made your plans and you’ve acquired the appropriate material (whatever that is these days). The gym is upon you.
In this scenario, you are the guy, the contracting process is the girl and instead of a dance you’re shooting for a fair and reasonably priced item delivered in a timely manner based upon the buyer specifications. You can provide your own rap music or EDM beats. Flashing lights are optional. Have a rave if you want to.
The Contracting Officer Designs & Sends Out The Solicitation
A CO will receive a purchase request from the PM. It could be anything. Doesn’t matter. They look for historical trends, old buys and updated regulations. They then begin the design phase. A solicitation is made of requirements and their definitions, conducting relevant market research, risk analysis and contracting strategy. After the solicitation is done then the CO requests proposals. That’s your cue. You find opportunities on SAM.gov or through GSA and then draft a response.
Drafting A Proposal
Businesses can assign a proposal to a single person if they demonstrate vast knowledge in both business writing as well as the federal marketplace. If your business or designated employee is new then it can be a daunting task. You also can designate a group to write one. Either way, it’s a company-wide effort. You will need to know how your item fits into the government’s ask. You will need to know how your timeframe of execution may be altered. You will need to know how a potential award coexists with your commercial sector. You will need to know how much money it will cost to answer the buyer’s ask. After that, start writing. But don’t if you think it’s too much. You want your company to maintain a smooth operation and under no circumstances do not conduct business with the government out of desperation to save your company.
How do your standardized business practices mesh with the government’s ask? Can you meet the requirements in accordance with every word of their definition? Can your final item justify a price conducive of the current federal marketplace if on schedule or a discounted commercial price if on a straight buy? How risky is this venture for your company? Can you fit your current business practices into the government’s window? If yes, go for it! If not, keep researching how you may meet a similar buy in the future. Be sure. Not arrogant.
I’ve analyzed such proposals for 9.5 years and I know exactly what the government looks for. They go through your submission with a fine-toothed comb. I was known for being very thorough. I will do the same for you in helping you respond to a potential project serving our nation’s government. It’s all in how you pitch your product.
If you think I can help you then email nicholas.s.robertson@outlook.com for your introductory email and free consultation.
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