A practical application of the Shipley Method of Formal Proposal Preparation for winning Government Contracts

1. Federal
Capture
Consulting
Preparing
Proposals
For the Federal Government
August 14, 2010
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 1
Information

2. Federal
Agenda Capture
Consulting
• Welcome / Introductions
• Doing Business with the Federal Government
• Proposal Process Overview
• Summary
• Questions
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 2
Information

3. Doing Business with the Federal
Capture
Consulting
Federal Government
• Invitation for Bid – IFB
• Request for Proposal – RFP
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 3
Information

4. Federal
Capture
Consulting
Proposal
Process
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 4
Information

5. Federal
Proposal Process Overview Capture
Consulting
• RFP
• Capabilities Matrix
• Bid – No Bid
• Requirements Matrix – Proposal Outline
• Kick-Off Meeting
• Compliance Matrix
• Review Teams
• Production
• Submission
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 5
Information

6. Federal
RFP Capture
Consulting
• Solicitation
• DD1423 – CDRL
• DD254 – Contract Security Classification
Specification
• Performance Plan
• COI – Conflict of Interest
• WBS – Work Breakdown Structure
• WAWF – Wide Area Work Flow
• Templates
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 6
Information

7. Federal
Solicitation Capture
Consulting
Sections Description
Section B Supplies or Services and Prices
Section C Statement of Work (SOW) or Performance Work Statement (PWS)
Section D Packaging and Marking
Section E Inspection and Acceptance
Section F Deliverables or Performance
Section G Contract Administration Data
Section H Special Contract Requirements
Section I Contract Clauses
Section J List of Attachments
Section K Reps & Certs
Section L Instructions to Offerors
Section M Evaluation Factors
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 7
Information

8. Federal
Responsive Proposal Capture
Consulting
• Focus on Three Sections of the Solicitation
– C – SOW
– L – ITO
– M – Evaluation Factors
• Section C tells you WHAT you’re going to do
• Section L tells you HOW to put the Proposal
together
• Section M explains how the Government will
SCORE your Proposal
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 8
Information

9. Federal
Capabilities Matrix Capture
Consulting
Requirements MJL ADS Henderson TEAM
Installation & Integration X X
System Administration X X X
Information Assurance X X
Help Desk X X
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 9
Information

10. Bid – No Bid Federal
Capture
Consulting
• Evaluation of the Team’s Probability of
Win
• Fill out a Score Sheet
• Make a Determination based on:
– Score
– Competition
– Incumbency
– Connections with Customer
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 10
Information

11. Federal
Proposal Outline Capture
Consulting
• Table of Contents
• Executive Summary
• Technical Approach
• Management Approach
• Risk / Quality / Performance Measurement
• Past Performance
• Resumes
• Cost
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 11
Information

12. Federal
Requirements Matrix Capture
Consulting
Section C Section L Section M Proposal
C.1.0 xxx L.1.0 xxx M.1.0 xxx 1.0 xxx
xxx xxx xxx xxx
xxx xxx xxx xxx
xxx xxx xxx xxx
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 12
Information

13. Federal
Kick-Off Meeting Capture
Consulting
• Assemble all the Players
• Review the Opportunity
• Establish Writing Assignments
• Appoint Review Teams
• Make a Schedule
• Issue Data Calls
• Establish POC List
• Solicit Commitment
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 13
Information

14. Federal
Compliance Matrix Capture
Consulting
• Matrix provided for the Government’s
convenience for the purpose of Evaluation
• Clearly indicate where paragraphs from
Sections C, L & M are addressed in
paragraphs of the Proposal
• You can also site the Sections throughout
the Proposal in the paragraph headings
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 14
Information

15. Federal
Review Teams Capture
Consulting
• PINK Team
– Outline / First DRAFT
– Theme / Art Sketches / TOC
– Are we heading in the Right Technical Direction
• RED Team
– Final DRAFT
– Conducted by Non-Writers
– What’s RIGHT, What’s WRONG, What needs to be
improved
– Evaluate, as if you were the Government, for Responsiveness
• GOLD Team
– Executive Review of FINAL Proposal
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 15
Information

16. Federal
Production & Delivery Capture
Consulting
• Check the Directions in Section L – Instructions to
Offerors – for Production & Delivery:
– How to Transmit
• In Person (Physical)
• Mail or Courier
• Electronically
• Combination
– How many Copies (Original plus 2 copies)
– Do a Final Read – Make sure all Similar Books are the same
– Hard Copy, CD or Both
– How to Bind
– Where to Deliver
– When (Don’t be late – Use Redundancy for Physical
Delivery)
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 16
Information

17. Federal
Capture
Consulting
Summary
Responsive
Compliant
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 17
Information

18. Federal
Capture
Consulting
Questions
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 18
Information

19. Federal
WIN Capture
Consulting
Saturday, August 14, 2010 Federal Capture Consulting – Proprietary 19
Information