20160519 Wired -- How to tell, Bid or NoBid, What Next -- by Judy Bradt of Summit Insight --703 627 1074
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This document summarizes a presentation on how to evaluate whether to bid on a government contract opportunity or not. It discusses the costs associated with bidding and having a low win rate. It provides questions to consider around the opportunity, competition, and likelihood of winning. A case study of a communications company that bid and lost is presented, along with lessons learned. Finally, it recommends creating a customized bid/no bid checklist to help systematically evaluate opportunities.
![What Well Cover
息 Summit Insight 2015
≒ Why Bid / No-Bid Ma]ers
≒ What To Ask
≒ Wired For Someone Else?
Ten Ways To Tell
≒ Case Study: Sahl CommunicaLons
≒ Bid / No-Bid Checklist Recap
≒ Next steps](https://image.slidesharecdn.com/2d6fab20-2a62-4abf-9c98-2662807432fd-160527154523/85/20160519-Wired-How-to-tell-Bid-or-NoBid-What-Next-by-Judy-Bradt-of-Summit-Insight-703-627-1074-4-320.jpg)
![Wired For A CompeLtor? Symptoms
To Watch Symptom What to think about
Incumbent How happy is agency with their vendor?
Set Aside Favor the incumbent? Changed at the last minute?
Proprietary Technology Advantage to those who have the technology
Poorly wri]en RFP Favors incumbent that knows what the buyer wants
Key Personnel Emphasis Can you re-hire incumbent sta鍖 if you win?
Speci鍖c Past Performance
Emphasis
Does it favor incumbent?
Under 30 days to bid Big project? Strong compeLtors have already started.
RPF out on a Friday Advantage to those who know its coming
No pre-solicitaLon Advantage to incumbent if the contract is large
RFP/SOW wri]en by
incumbent
Check the properLes of the document you download
Odd or changed NAICS
code
Selected to allow a larger-sized small business?
Non-germane
requirements
Are they relevant to contract performance?](https://image.slidesharecdn.com/2d6fab20-2a62-4abf-9c98-2662807432fd-160527154523/85/20160519-Wired-How-to-tell-Bid-or-NoBid-What-Next-by-Judy-Bradt-of-Summit-Insight-703-627-1074-13-320.jpg)
![We Covered A Lot!
≒ Why Bid / No-Bid Ma]ers
≒ What To Ask
≒ Wired For Someone Else? How To Tell
≒ Case Study: Sahl CommunicaLons
≒ Bid / No-Bid Checklist Recap](https://image.slidesharecdn.com/2d6fab20-2a62-4abf-9c98-2662807432fd-160527154523/85/20160519-Wired-How-to-tell-Bid-or-NoBid-What-Next-by-Judy-Bradt-of-Summit-Insight-703-627-1074-22-320.jpg)
20160519 Wired -- How to tell, Bid or NoBid, What Next -- by Judy Bradt of Summit Insight --703 627 1074
- 2. Presenter Judy Bradt, CEO ≒ 28 years U.S. federal contracts expert ≒ Author, Advisor, Educator ≒ Instructor for PTACs, SBDCs & SBA ≒ 2011 SBA Women in Business Champion ≒ Corporate Professional Services ≒ Federal compeLLve analysis ≒ U.S. federal sales training ≒ Custom data-driven federal sales contact plans ≒ Strategy implementaLon support NaLonal Partner
- 3. Special Guest Kim Plyler, Founder & CEO Navy Veteran Former Contrac>ng O鍖cer Full Service Communica>ons ≒ Integrated CommunicaLons Planning ≒ Social Media Management ≒ Web Design & SEO ≒ Public & Media RelaLons ≒ Government RelaLons ≒ Crisis CommunicaLons ≒ Event Management Kim@SahlComm.com (484) 353-9859
- 4. What Well Cover 息 Summit Insight 2015 ≒ Why Bid / No-Bid Ma]ers ≒ What To Ask ≒ Wired For Someone Else? Ten Ways To Tell ≒ Case Study: Sahl CommunicaLons ≒ Bid / No-Bid Checklist Recap ≒ Next steps
- 6. RFPs Require PerfecLon on every page ≒ Exact page count, the right font ≒ Correct desLnaLon ≒ On Lme, precise format as instructed For exactly what they request no more, no less: ≒ The Forms, Past Performance, Technical, Management Plan ≒ The soluLon exactly as they told you they wanted ≒ In the format they need to jusLfy choosing you. PAINFUL
- 7. Why do Bid-NoBid decisions matter? FBO.gov RFPs average 269 days to award. Your response could take... ≒ 30 - 90 days, 4 people ≒ $101.56 / hour x 40 hours/week ≒ x 4 weeks x 4 people = $65,000! Plus opportunity cost!
- 9. Bid/No Bid Ques>ons Where is the opportunity posted? ≒ FBO? ≒ GSA eBUY? 端 Nowhere? Who IdenL鍖ed the Opportunity? Who Developed the Scope of Work? ≒ Someone We Know at The Customer Site? ≒ ContracLng O鍖cer, End User, Stakeholder? 端 Our Capture Management Team?
- 10. Bid/No Bid Ques>ons 端 What is the Contract Vehicle? 端 Who is the Incumbent? 端 Open Bid or Set-Aside? 端 Who Else Will Be Bidding? 端 Discuss Requirement with Customer Prior to the RFP Release? 端 Last minute call asking us to bid? 端 What is the customers fear of going wrong?
- 11. Bid/No Bid Ques>ons How did we discuss requirements? 端 Webinar, Training, Site Visits, MeeLngs? 端 Why would the customer choose us? 端 How are we the safe bet? 端 What is the value of the opportunity to us?
- 12. Bid/No Bid Ques>ons What type of procurement is this? 端 RFP? 端 IDIQ RFQ? 端 IDIQ TASK ORDER? 端 GSA eBUY? 端 What is our investment in this bid? 端 What is the project budget? 端 How will we price? 端 Will we make money?
- 13. Wired For A CompeLtor? Symptoms To Watch Symptom What to think about Incumbent How happy is agency with their vendor? Set Aside Favor the incumbent? Changed at the last minute? Proprietary Technology Advantage to those who have the technology Poorly wri]en RFP Favors incumbent that knows what the buyer wants Key Personnel Emphasis Can you re-hire incumbent sta鍖 if you win? Speci鍖c Past Performance Emphasis Does it favor incumbent? Under 30 days to bid Big project? Strong compeLtors have already started. RPF out on a Friday Advantage to those who know its coming No pre-solicitaLon Advantage to incumbent if the contract is large RFP/SOW wri]en by incumbent Check the properLes of the document you download Odd or changed NAICS code Selected to allow a larger-sized small business? Non-germane requirements Are they relevant to contract performance?
- 14. Special Guest Kim Plyler, Founder & CEO Navy Veteran Former Contrac>ng O鍖cer ≒ Founded in 2009 ≒ In 2015, WOSB, VOSB ≒ $300,000 revenue, 5 employees ≒ Major related past performance: ≒ Navy CIO Smart Card & Common Access Card Tech (O/CONUS) ≒ South Dakota ≒ Northampton County government in Pennsylvania
- 15. Case Study: Bid- NoBid? Kim Plyler, Founder & CEO The Story ≒ The buyer: Department of Defense ≒ The project: Military voLng ≒ The history: ≒ Cyclic contract ≒ Previous incumbent ≒ Previous award amount unknown
- 16. Case Study: Bid-NoBid? The Opportunity ≒ New project ≒ Sources sought ≒ Firm 鍖xed-price RFP; base plus 2 years opLon ≒ Ideal awardee must have prime past performance ≒ The strategy ≒ Buying o鍖ce relaLonships 9-10 months ahead ≒ Related past performance as subcontractor ≒ QUERIED MAJOR CONCERN: Prime past performance ≒ Therefore Researched potenLal teaming partners ≒ The proposal ≒ O鍖er as prime, with another known contractor
- 18. Case Study: From Losing Bid To Winning Effort Elements to consider ≒ New primes known weaknesses ≒ Gap & surge capacity opportuniLes ≒ Other projects ≒ RelaLonship culLvaLon ≒ OpLon years might not happen What else?
- 19. Case Study: Bid-NoBid? The Result Debrie鍖ng: Lessons learned ≒ Previous incumbent won on price ($1.3M vs $1.9M) ≒ Misunderstand of past performance requirements led to unnecessary and costly teaming. Now what?
- 20. Build A Checklist That Works For You Save Lme & cost! Adapt from others, using: ≒ Your experience ≒ Your win rate ≒ Your agencies
- 21. Bid / No-Bid Sample Checklist Recap ≒ Ability to Respond ≒ Past Performance ≒ Technical ability ≒ Proposed personnel & team ≒ Pricing ≒ Customer Knowledge ≒ CompeLLon & Wiring ≒ Market intelligence ≒ Proposal resources ≒ FaciliLes/ sta鍖/ supplies ≒ Program's strategic advantage
- 22. We Covered A Lot! ≒ Why Bid / No-Bid Ma]ers ≒ What To Ask ≒ Wired For Someone Else? How To Tell ≒ Case Study: Sahl CommunicaLons ≒ Bid / No-Bid Checklist Recap
- 23. Thank You For Joining Us! Judy Bradt, CEO ≒ 28 years U.S. federal contracts expert ≒ Author, Advisor, Educator ≒ Instructor for PTACs, SBDCs & SBA ≒ 2011 SBA Women in Business Champion ≒ Corporate Professional Services ≒ Federal compeLLve analysis ≒ U.S. federal sales training ≒ Custom data-driven federal sales contact plans ≒ Strategy implementaLon support NaLonal Partner
- 26. Check Your Inbox Today! Post-webinar email includes: ≒ Survey ≒ Link to webinar recording & 鍖le ≒ InvitaLon to chat And registraLon link to our next webinar!
- 28. Thank You To Our Special Guest Kim Plyler, Founder & CEO Navy Veteran Former Contrac>ng O鍖cer Full Service Communica>ons ≒ Integrated CommunicaLons Planning ≒ Social Media Management ≒ Web Design & SEO ≒ Public & Media RelaLons ≒ Government RelaLons ≒ Crisis CommunicaLons ≒ Event Management Kim@SahlComm.com (484) 353-9859
- 29. How Summit Insight Can Assist Engage with us! ≒ Sign up for e-News & webinars ≒ Visit our blog & free resources ≒ Learn via our on-demand webinars ≒ Explore our services & success stories ≒ Join our LinkedIn group ≒ Schedule a conversaLon www.SummitInsight.com Private query? Custom tutorial / training? Lets talk! Judy.Bradt@SummitInsight.com (703) 627-1074