BUS 319 Principles of Federal Acquisition Week 4 Discussion 1

  

Developing Competitive Proposals and Source Selection Processes” Please respond to the following:The government selects contract proposals from many competitors large and small, and each proposal must be effective in scope and developed with an attitude of winning the contract. From the e-Activity, (Review the article titled “Ten Commandments Government Bid Proposal Writing”.) select two (2) of the suggested commandments that you feel are most important to understand in order to write a government bid proposal effectively. Provide a rationale for your selection.From a contractor’s perspective, determine the greatest single challenge involved in the source selection process and suggest one (1) strategy to address the challenge in question. Provide a rationale to support your response.
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Principles of Federal
Acquisition and Contract
Management
BUS 319
Developing Competitive Proposals
Topics
• How to prepare a proposal
• Hints for a good proposal
• The different types of proposals
Proposal Fundamentals
• Organizing for proposal development
• Proposal preparation procedures
• Pre-proposal activities
• Analysis of procurement requests
Writing the Proposal
• Three elements
– Technical
– Management
– Cost
• Getting started:
– Divide into logical parts
– Outline
– Tasks already available
– Tasks that need more research
– Additional help
Techniques for Writing
• Single-author
• Annotated outline
• Storyboard
• Graphic
General Guidelines
• Introduction
• Summaries
• Appendices
• Proposal review and submission
Technical Proposals
• Detailed description:
– Operational diagram
– Diagrams of systems
and hardware
– Photos of existing
hardware
– Engineering concepts
– Costs and time
– Risk areas
• Programmatic
features:
– Work Breakdown
Structure (WBS)
– Plans and schedules
– Technical support
– Company experience
– Subcontractors
– Key technical
personnel
Management Proposals






Program control systems and techniques
Master plans and schedules
Make-or-buy plans
Managerial support plans
Record of company’s past performance
Resumes of managerial personnel
Cost Proposals
• Pricing principles
• Types of pricing techniques:
– Marginal
– Market
– Average cost
• Cost proposal format
• Cost estimating process
– Quick quote
– Estimating by comparison
– Detailed
Special Cost Considerations
• Preference of information required:
– No further information if price is based on
adequate price competition
– Information other than cost or pricing data
– Cost or pricing data
• All facts which may significantly affect
price negotiations
More Cost Considerations
• Defective cost or pricing data
• Unit pricing
• Contractor cost estimating systems
PROPERTIES
On passing, ‘Finish’ button:
On failing, ‘Finish’ button:
Allow user to leave quiz:
User may view slides after quiz:
User may attempt quiz:
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Summary
• How to prepare a proposal
• Hints for a good proposal
• The different types of proposals
Principles of Federal
Acquisition and Contract
Management
BUS 319
Source Selection Process
Topics
• The objective of source selection
• The source selection process
• Evaluating contractor performance
Source Selection Sequence
• Procedures designed to:
– Maximize competition
– Minimize complexity
– Ensure impartiality
– Ensure selection of the best proposal for the
government
• Tradeoff Process
• Lowest price approach
Responsibilities
1. Establish the evaluation team
2. Approve the source selection strategy or
acquisition plan.
3. Ensure consistency among the source
selection requirements.
4. Ensure that proposals are evaluated based
solely on the factors in the solicitation
5. Consider the recommendations of any
advisory boards.
6. Select the source whose proposal is the best
value to the government.
Sequence of Events
Players in the Source
Selection Process
• Source Selection Authority (SSA)
• Source Selection Advisory Council (SSAC)
• Source Selection Evaluation Board
(SSEB)
The Process
• Acquisition plan
• Oral presentations
• Evaluation factors and criteria
• Contractor performance information
Evaluation of Cost Proposals
• Responsibility for evaluation
• Field pricing support
• Proposal analysis
• Cost analysis
• Cost realism and should-cost analysis
Exchanges with Offerors
• Exchange fundamentals
• Competitive range
• Source selection conclusion
Proposal Debriefings and
Status Analysis
• Debriefing of offerors
• Status analysis by losing contractors
• Major proposal defects
PROPERTIES
On passing, ‘Finish’ button:
On failing, ‘Finish’ button:
Allow user to leave quiz:
User may view slides after quiz:
User may attempt quiz:
Goes to Next Slide
Goes to Next Slide
At any time
At any time
Unlimited times
Summary
• The objective of source selection
• The source selection process
• Evaluating contractor performance

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