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OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 1
Webinar Presentation (Preview)
OST Global Solutions, Inc.Office: 301-384-3350Email: [email protected]: www.ostglobalsolutions.com
Sole Source and Unsolicited Proposals
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 2
About the Instructor Olessia Smotrova-Taylor, AF.APMP President/CEO and BD/Capture SME• Won $19 billion in new business• President of APMP-NCA • 18 years’ BD experience, including 4
out of top 5 government contractors• Author of How to Get Government
Contracts: Have a Slice of a $1 Trillion Pie
Get your copy on Amazon
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 3
OST Global Solutions, Inc. ProfileMetro Washington DC proposal house and government contractor helping businesses
grow organically through end-to-end BD support and training
Bid & Proposal Academy with a certification program
and courses attended by the top Federal contractors
900+ fully vetted capture and proposal managers, technical writers, graphic
artists, orals coaches, editors, subject matter experts, and other proposal support
Track record supporting 18 out of the top 20 Federal Contractors, winning $18 Billion
since 2005Government
Contracting
Bid & Proposal
Academy
Process
Improvement
BD Services
Proposal
Support
Capture
andFull Lifecycle
Services to
Help You Grow
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 4
1. Identify opportunities and customers
2. Avoid competition altogether by adding scope to an existing vehicle, or getting a sole source award
3. Reduce competitor pool by:
o Type of competition
o Invoking NAICS small business size limits
o Driving an opportunity to a specific MAC vehicle or Federal Supply Schedule
4. Get the customer EXCITED, looking forward to receive your proposal and award the contract to you
5. Make EVERY preparation step serve the purpose of writing a highly compelling proposal
Goals of Business Development and CaptureOne of the many modules from the Foundations of Federal Business Development Course
BD
Capture
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 5
Sole Source Awards
o The “Holy Grail” of government contracting because of no resources required to write a competitive proposal
o The Achilles’ Heel of the companies who over-rely on them
o Much reviled in the press
o Misunderstood and underused by many government contractors, and used liberally by others
o Streamlined acquisitions and negotiations process that alleviates 60-90 days
o Lets the government use the qualified contractor of choice
o Helps reach small business goals
Sole-source contracts are cheaper and easier for the government to award, because awarding a competitive contract takes a tremendous amount of work, even more than preparing the sole-source contract paperwork
Bad Reputation Reasons:• Poor optics:
• Looks like bribery and favoritism• Perception of not saving Government money
• Agencies don’t exactly follow the rules:• Ex: IG reviewed 107 DOD contracts valued at $1.4
billion, and another $500M of contract modifications• Found that DOD’s competition advocates failed to
follow single-bid guidance in 31 cases• The Pentagon also neglected to “develop adequate
plans to increase competition because Defense Procurement and Acquisition Policy (DPAP) did not provide effective oversight of the plans”
• DOD did not develop specific steps to improve competition rates in their plans or “develop specific steps to prevent 39 of 47 contract modifications, valued at $390.9 million, from exceeding the three-year limitation on awarding contract modifications without first recompeting.”
Government Executive, Oct 2012
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 6
Sole Source Process for Large Business
1. Determine the need for sole source contract
2. Develop an RFQ or RFP and request the proposal or quote
3. Vendor (BDer) responds with quote (technical and price proposals) with good J&A fodder
4. The government evaluates the offer and prepares the J&A using the proper J&A form
5. The government obtains approval from the appropriate authority
6. The government requests Procurement office to issue a PO for a Sole Source Contract
BDer submits
unsolicited proposal
BDer learns
about a need
BDer helps
develop a good SOW
A good BDer participates actively through phases 1-4 to learn about the needs and assist the Government in justifying the sole source award
BDer submitsproposal
BDer helps with
market research
Download the full presentation atwww.ostglobalsolutions.com/training/webinars/
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 7
Techniques Appropriate for Market Research
o Contacting knowledgeable individuals in Government and industry
o Reviewing the results of similar recent market research
o Publishing formal RFIs in technical or scientific or business publications
o Querying databases and other procurement instruments available to multiple agencies at www.contractdirectory.gov and elsewhere
o Participating in on-line communication among industry, acquisition personnel, and customers
o Obtaining source lists of similar items from other contracting activities or agencies, trade associations or other sources
o Reviewing catalogs and other generally available product literature
o Conducting interchange meetings or holding pre-solicitation conferences to involve offerors
Use this knowledge to augment any government efforts to ensure they know where and what to look for
2. Develop an RFQ and request the quote
BDer helps
develop a good SOW
BDer helps with
market research
Industry publications, symposiums, and conferences
Databases examples:• IBISWorld Industry
Market Research• IEEE Computer
Society Digital Library• Jane's Defense • Jane's Security News • Jane's World
Insurgency and Terrorism
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 8
8(a) Sole Source Limitations
o Sole source award up to $4 Million in Serviceso Up to $6.5 Million in Manufacturing
o Super 8(a)so An 8(a) Alaskan Native firm, an 8(a) tribally-owned
Native American firm, or an 8(a) firm owned by a Native Hawaiian Organization
o Unlimited contract value, no protests allowed [13 CFR 124.506(b)]
o Written J&A required for awards over $20 Million by the Section 811 of the fiscal 2010 National Defense Authorization Act; must be approved by an appropriate official and made public after award
o Some agencies require J&A for anything over $4 Million (incorrectly)
o Don’t have to justify your uniqueness, but have to document why sole source
Sole Source eliminates time consuming process of RFP development, waiting for contractor responses, evaluating all submissions; and mitigates potential protests
Minimum J&A requirements for contracts over $20 million:
(1) A description of the needs of the agency concerned for the matters covered by the contract
(2) A specification of the statutory provision providing the exception from the requirement to use competitive procedures in entering into the contract (see 19.805-1)
(3) A determination that the use of a sole-source contract is in the best interest of the agency concerned
(4) A determination that the anticipated cost of the contract will be fair and reasonable
(5) Such other matters as the head of the agency concerned shall specify for purposes of this section
Download the full presentation at www.ostglobalsolutions.com/training/webinars/
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 9
Download the Full Presentation athttps://www.ostglobalsolutions.com/training/webinars/
OST Global Solutions, Inc. Copyright © 2013www.ostglobalsolutions.com ● Tel. 301-384-3350 ● [email protected]
Page 10
Contact Us for Your Proposal and Training Needs in Federal Business Development
Alex Brown
Director, Services
Main 301.384.3350
Direct 240.316.3748
Cell 301.356.2909
Olessia Smotrova-Taylor
President & CEO
Office 301.384.3350
Cell 240.246.5305
www.ostglobalsolutions.com
Julia Pochekueva
Marketing, Operations and Training Services Manager
Main 301.384.3350
Direct 301.769.6603