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USUS Army Corps of Army Corps of EngineersEngineers
Philadelphia District Philadelphia District
USUS Army Corps of Army Corps of EngineersEngineers
Philadelphia District Philadelphia District Proposal Writing Tips Proposal Writing Tips
Presented by Cheryl W. ChandlerPresented by Cheryl W. ChandlerMarch 6, 2013March 6, 2013
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Pre-Proposal Tips
Register in the System for Award Management (SAM) www.sam.gov
Refer to Federal Business Opportunities, www.fedbizops.gov
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Pre-Proposal TipsVisit the web site for the Division,
District, or Laboratory with which you want to do business in order to learn about the missions and the types of services/supplies each office procures.
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Get to Know the SB Deputy
Discuss your capabilities, interest and capacities to perform with the Deputy for Small Business or Contracting Office at the location of interest to you
Ask for a copy of the forecast and ask if other projects are in the pipeline
Ask to give a capability presentation
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Pre Proposal Tips Some Corps websites no longer list its
business opportunities but will provide a link to the FBO.gov the site that does
Most Corps websites link to other Corps sites
The SB Deputy will give you information about upcoming work prior to it being advertised
Let your contact know what you have been doing
Attend small business conferences
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10 Tips 10 Tips to Improve to Improve
Your ProposalYour Proposal
10 Tips 10 Tips to Improve to Improve
Your ProposalYour Proposal
Working for the CorpsWorking for the Corps
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Winning Proposals
It all begins with the RFP or solicitation…
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Tip # 1 Read the RFP thoroughly!
Ask questions early to ensure there is sufficient time to respond
Pay attention to the criteria order and weights – it indicates what is important to us
Proposal Prep Tips
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Proposal Prep Tips
Tip #2 - Understand the Type of RFP
How will source selection be accomplished?
Lowest Price Technically Acceptable
Best Value Trade Off
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Proposal Prep Tips
Tip #3 - Address all aspects of the Criteria
Create a matrix of Section 00100 or the Scope of Work, by paragraph, with each requirement to use as a checklist to ensure your proposal is complete.
Include your checklist with your proposal.
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Proposal Prep Tips
Tip #4 - Be succinct
Avoid being too wordy
Use bullets, underlines, bolding
When a limited page count is provided – stick to it!
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Proposal Prep Tips
Tip #5 - Your experience should relate to the project in terms of scope, size, $ value, complexity
Should be recent – within the past 5-10 years or as required by RFP
Be clear – is it experience of firm or people? Or, is it experience of subcontractor
or mentor?
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Proposal Prep Tips
Tip #6 - Make sure qualifications of staff match RFP
Ensure each team member’s qualifications address EACH ASPECT of the criteria
List relevant experience of team membersEnsure team members are available
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Proposal Prep Tips
Tip #7- Organization Chart – Who’s in Charge?
Identify one person to be in charge of entire team
Person should be from YOUR company, not a subcontractor or your mentor
Indicate clear lines of communication
Identify person and company (with location) for each role
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Proposal Prep Tips
Tip # 8 - Address Quality Include the quality team on the Organization
Chart – even if not requiredQuality is important to us – indicate it’s
important to youShow/describe how the quality control team interacts with the execution team
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Working for the Corps Tip #9 - Address Performance Problems Head-OnGet copies of your Construction Contractor
Appraisal Support System (CCASS) evaluations. Explain any “Marginal” or “Unsatisfactory” items
within the evaluation as well as overall ratings.Check out the past performance of your proposed
subcontractors.
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Working for the Corps
Tip #10 - QC your ProposalHave an independent reviewer ensure all
items are addressed (someone not involved in putting the proposal together).
If you copy another proposal, make sure you only refer to the current project.
Uze spel cheque!
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Questions?
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Factors:Read the RFP-CAREFULLY! Answer questions in RFPExperience and resumesFamiliarity with type of work and local areaPast performanceAvailable resourcesInfo on subsMay be okay and maybe notCost breakoutsIf unsure –ASK QUESTIONS!Technical vs ProceduralPage limitShow that can make timely completion
KOs, PM, Prog Manager and A/E Negotiators
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Factors:
Must be registered in Sam and must be currentCCASS/ACASS us be updatedCover letters must match proposalPast performance must be broken downMust show experience relevant to projectIf SBSA, team with SB many don’tMust show SSB that you can self-performCan’t use projects of past employer but can be used on resumeBe concise no filersIf proposal good-won’t be knocked out if smallLess is more straight to the point include only essential materialAvoid jargonNo typosDescribe benefits not features
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Proposal IssuesOmissionsFailure to respond to RFP requirementsProposal only cut and paste form other document
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Working For The Corps
Visit the web site for the division, district, or laboratory with which you want to do business in order to learn about the missions and the types of services/supplies each office procures.
Afterwards— make an appointment to meet with the small business program manager face-to-face.
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Working For The Corps
Discuss your capabilities, interest and capacity to perform with the Small Business Program Manager or with a Contracting Officer in the area where you want to work
Ask for the forecast of upcoming work Also, ask for their Department of Defense
Activity Address Code (DODAAC) Search FedBizOpps.gov regularly using
the DODAAC Respond to Sources Sought Notices
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Working For The Corps
Check out announcements of Business Opportunity Conferences, workshops, trade fairs and other federally sponsored or attended liaison meetings in your area
These events create great networking opportunities
Visit a Corp website; they all link to each other
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Working For The Corps
Discuss your capabilities, interest and capacity to perform with the Small Business Program Manager or with a Contracting Officer in the area where you want to work
Ask for the forecast of upcoming work Also, ask for their Department of Defense
Activity Address Code (DODAAC) Search FedBizOpps.gov regularly using
the DODAAC Respond to Sources Sought Notices